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What Is a Sales Development Representative and How to Become One

What Does a Sales Development Representative Do?

Sales development representatives seek sales leads through marketing on social media, email, and phone calls. As a sales development representative, you determine if a sales lead has a good chance of purchasing the product or service you are marketing before sending that lead to a sales closer. This process allows salespeople to focus on closing the deal instead of prospecting. You speak with main buyers at companies or with prospective buyers who contact you after seeing your marketing materials, and you discuss their needs to see if your product is a good fit for their overall goals. Many sales development reps have a degree in business, marketing, or a related field. Others enter the role without formal education but with several years of experience in sales or marketing.

How to Become a Sales Development Representative

As a sales development representative, you go out into the field to find new customers and generate sales for your company. Your responsibilities as a rep include lead generation, market research, and insight development. You may also give sales presentations to prospects in your territory. The minimum qualifications for this role may include a bachelor’s degree in business or a related field as well as experience, although some employers may consider candidates with proven sales and customer service skills. Some companies also provide on-the-job training in sales strategies and their products. Communication, time management, math, and customer service skills are important in this position.

Sales Development Representative Job Description Sample

With this Sales Development Representative job description sample, you can get a good idea of what employers are looking for when hiring for this position. Remember, every employer is different and each will have unique qualifications when they hire for a Sales Development Representative role.

Job Summary

Our company is looking for a Sales Development Representative to seek qualifying leads and help generate sales. You will use a variety of marketing strategies, including social media prospecting and outbound calling. It's your responsibility to analyze the viability of leads so that our closers can focus on making inside sales. Our ideal applicant has a bachelor's degree in a business or marketing-related field, but we will consider sufficient sales experience and proven skills in lieu of formal education. We will provide on-the-job training in our sales and marketing strategies and products.

Duties and Responsibilities

  • Generate and assess sales leads through social media marketing, emails, and phone calls
  • Share qualifying leads with sales closers
  • Take calls from prospective buyers and provide information as needed
  • Discuss customers' needs and how our products or materials can help them reach their goals
  • Perform market research
  • Give sales presentations in various territories

Requirements and Qualifications

  • Bachelor's degree in a business-related field (preferred)
  • Excellent presentation and interpersonal skills
  • Basic computer proficiency
  • Strong customer service and time management skills
  • Ability to travel as needed
  • Experience with SaaS and CRM software