What Does A Sales Development Representative Do?

A sales development representative qualifies leads at the sales funnel's initial stages. Sales development representatives need to conduct research for prospective clients and qualify the leads before handing them to the sales team. They develop sales strategies to attract buyers or solicit potential customers. They need to build relationships with their customers to determine their needs and qualify the viability of interests to drive sales. Also, they collaborate with the sales executives making certain that corporate targets and goals are met.

Here are examples of responsibilities from real sales development representative resumes representing typical tasks they are likely to perform in their roles.

  • Develop social media strategies for Facebook, LinkedIn, and emerging social networks, generating leads.
  • Manage, maintain, and expand the database of prospects while capturing accurate and complete information regarding sales activities using SalesForce.com.
  • Manage an assign territory by communicating and relationship selling to all levels of store management.
  • Direct communication with district sales managers and store-level associates to forge partnerships and achieve territory/market budget.
  • Solve customer service issues by using advance listening and communication skills achieving outcomes beneficial to both parties.
  • Document all sales activities in SalesForce and personal pipeline for accurate records and forecasting.
  • supply chain management and procurement software (SaaS).
  • Handle customer service inquiries, returns, and RMA exchanges.
  • Develop a strong knowledge of SaaS sales techniques and lead management/generation.
  • Stay knowledgeable with current information systems technology, healthcare technology and trends.
Sales Development Representative Traits
Customer-service skills involve listening skills that allow you to communicate efficiently and respectfully with a customer.
Interpersonal skills involves being able to communicate efficiently with multiple people regarding your thoughts, ideas and feedback.
Physical stamina shows that you are able to exert your energy for long periods of time without tiring.

Sales Development Representative Overview

Between the years 2018 and 2028, sales development representative jobs are expected to undergo a growth rate described as "slower than average" at 2%, according to the Bureau of Labor Statistics. So if the thought "should I become a sales development representative?" Has crossed your mind, maybe you should take the growth rate into account. In addition, the number of sales development representative opportunities that are projected to become available by 2028 is 35,400.

A sales development representative annual salary averages $46,362, which breaks down to $22.29 an hour. However, sales development representatives can earn anywhere from upwards of $33,000 to $64,000 a year. This means that the top-earning sales development representatives make $31,000 more than the lowest-earning ones.

As is the case with most jobs, it takes work to become a sales development representative. Sometimes people change their minds about their career after working in the profession. That's why we looked into some other professions that might help you find your next opportunity. These professions include a telemarketing sales representative, sales representative internship, associate sales representative, and marketing/sales representative.

Sales Development Representative Jobs You Might Like

Sales Development Representative Skills and Personality Traits

We calculated that 11% of Sales Development Representatives are proficient in Communication, SDR, and Sales Process. They’re also known for soft skills such as Customer-service skills, Interpersonal skills, and Physical stamina.

We break down the percentage of Sales Development Representatives that have these skills listed on their resume here:

  • Communication, 11%

    Executed role in strengthening communication and cross-coordination among the Sales, Engineering, Marketing, and Business Operations organizations.

  • SDR, 9%

    Developed an understanding of the responsibilities and expectations associated with being a successful SDR.

  • Sales Process, 7%

    Program was highly successful and added invaluable prospecting techniques that translate to any business-to-business sales role.

  • Customer Service, 5%

    Nurtured leads by delivering the ultimate customer service experience throughout phone interaction.

  • Outbound Calls, 5%

    Generated new business opportunities by sending email communications and making outbound calls to qualified prospects.

  • Account Executives, 4%

    Scheduled online product demonstrations for Account Executives by qualifying outbound opportunities and developing a strong pipeline via phone/email communications.

Most sales development representatives list "communication," "sdr," and "sales process" as skills on their resumes. We go into more details on the most important sales development representative responsibilities here:

  • Customer-service skills can be considered to be the most important personality trait for a sales development representative to have. According to a sales development representative resume, "wholesale and manufacturing sales representatives must be able to listen to the customer’s needs and concerns before and after the sale." Sales development representatives are able to use customer-service skills in the following example we gathered from a resume: "demonstrated an understanding of the company technology by articulating capabilities to prospective customers. "
  • While it may not be the most important skill, we found that many sales development representative duties rely on interpersonal skills. This example from a sales development representative explains why: "wholesale and manufacturing sales representatives must be able to work well with many types of people." This resume example is just one of many ways sales development representatives are able to utilize interpersonal skills: "developed a persuasive negotiation style based on interpersonal skills and advanced product knowledge. "
  • Sales development representatives are also known for physical stamina, which can be critical when it comes to performing their duties. An example of why this skill is important is shown by this snippet that we found in a sales development representative resume: "wholesale and manufacturing sales representatives are often on their feet for a long time and may carry heavy sample products." We also found this resume example that details how this skill is put to the test: "coordinate and physically fill customer orders for equipment/tools by selecting items from inventory and allocate them for shipping. "
  • A thorough review of lots of resumes revealed to us that "self-confidence" is important to completing sales development representative responsibilities. This resume example shows just one way sales development representatives use this skill: "wholesale and manufacturing sales representatives must be confident and persuasive when making sales presentations" Here's an example of how this skill is used from a resume that represents typical sales development representative tasks: "build quick rapport using my assertiveness and confidence to educate prospective customers on why the should choose dish"
  • See the full list of sales development representative skills.

    Before becoming a sales development representative, 82.7% earned their bachelor's degree. When it comes down to graduating with a master's degree, 4.1% sales development representatives went for the extra education. If you're wanting to pursue this career, it may be possible to be successful with a high school degree. In fact, most sales development representatives have a college degree. But about one out of every nine sales development representatives didn't attend college at all.

    Those sales development representatives who do attend college, typically earn either a business degree or a marketing degree. Less commonly earned degrees for sales development representatives include a communication degree or a psychology degree.

    Once you've obtained the level of education you're comfortable with, you might start applying to companies to become a sales development representative. We've found that most sales development representative resumes include experience from Masco, OpenWorks, and Synchrony Financial. Of recent, Masco had 35 positions open for sales development representatives. Meanwhile, there are 20 job openings at OpenWorks and 19 at Synchrony Financial.

    If you're interested in companies where sales development representatives make the most money, you'll want to apply for positions at VMware, Citrix Systems, and ServiceNow. We found that at VMware, the average sales development representative salary is $101,927. Whereas at Citrix Systems, sales development representatives earn roughly $90,298. And at ServiceNow, they make an average salary of $81,284.

    View more details on sales development representative salaries across the United States.

    If you earned a degree from the top 100 educational institutions in the United States, you might want to take a look at Verizon Communications, Dell, and Cutco. These three companies have hired a significant number of sales development representatives from these institutions.

    The three companies that hire the most prestigious sales development representatives are:

      What Telemarketing Sales Representatives Do

      In this section, we compare the average sales development representative annual salary with that of a telemarketing sales representative. Typically, telemarketing sales representatives earn a $19,115 lower salary than sales development representatives earn annually.

      Even though sales development representatives and telemarketing sales representatives have vast differences in their careers, a few of the skills required to do both jobs are similar. For example, both careers require communication, sales process, and customer service in the day-to-day roles.

      These skill sets are where the common ground ends though. A sales development representative responsibility is more likely to require skills like "sdr," "account executives," "linkedin," and "business development." Whereas a telemarketing sales representative requires skills like "telephone calls," "computer system," "scheduling appointments," and "customer orders." Just by understanding these different skills you can see how different these careers are.

      On average, telemarketing sales representatives reach lower levels of education than sales development representatives. Telemarketing sales representatives are 6.1% less likely to earn a Master's Degree and 0.0% more likely to graduate with a Doctoral Degree.

      What Are The Duties Of a Sales Representative Internship?

      In a sales representative internship, an intern's duties depend on the directives of a supervising staff or manager. Typically, they are responsible for gaining industry insights while performing clerical tasks such as preparing and processing documents, greeting visitors, disseminating and organizing files, and running errands as needed. They may also participate in communicating with clients through calls and appointments to offer products and services, ensuring client satisfaction. Furthermore, as an intern, it is essential to familiarize and abide by the company's policies and regulations, including its vision and mission.

      Now we're going to look at the sales representative internship profession. On average, sales representative interns earn a $11,915 lower salary than sales development representatives a year.

      A similarity between the two careers of sales development representatives and sales representative interns are a few of the skills associated with both roles. We used resumes from both professions to find that both use skills like "communication," "sales process," and "customer service. "

      In addition to the difference in salary, there are some other key differences that are worth noting. For example, sales development representative responsibilities are more likely to require skills like "sdr," "account executives," "linkedin," and "business development." Meanwhile, a sales representative internship might be skilled in areas such as "powerpoint," "legislative process," "customer complaints," and "market research." These differences highlight just how different the day-to-day in each role looks.

      When it comes to the differences in education between the two professions, sales representative interns tend to reach similar levels of education than sales development representatives. In fact, they're 1.9% less likely to graduate with a Master's Degree and 0.0% more likely to earn a Doctoral Degree.

      How an Associate Sales Representative Compares

      The duties of an associate sales representative depend on one's line of work or industry of employment. Their responsibilities typically revolve around reaching out to clients through calls or door-to-door visits, offering products and services, collecting payments, addressing issues and concerns, and performing corrective measures when necessary. An associate sales representative often has a quota and deadline to reach; therefore, it is essential to be sales driven and goal-oriented. Furthermore, one must adhere to the policies and regulations of the company.

      The associate sales representative profession generally makes a higher amount of money when compared to the average salary of sales development representatives. The difference in salaries is associate sales representatives making $3,653 higher than sales development representatives.

      Using sales development representatives and associate sales representatives resumes, we found that both professions have similar skills such as "communication," "sales process," and "customer service," but the other skills required are very different.

      Some important key differences between the two careers are a few of the skills necessary to fulfill responsibilities. Some examples from sales development representative resumes include skills like "sdr," "account executives," "linkedin," and "phone calls," whereas an associate sales representative might be skilled in "proper use," "customers needs," "product line," and "powerpoint. "

      Associate sales representatives make a very good living in the technology industry with an average annual salary of $58,500. Whereas sales development representatives are paid the highest salary in the technology industry with the average being $57,048.

      When it comes to education, associate sales representatives tend to earn similar education levels than sales development representatives. In fact, they're 0.9% more likely to earn a Master's Degree, and 0.9% more likely to graduate with a Doctoral Degree.

      Description Of a Marketing/Sales Representative

      The job of marketing/sales representatives is to pitch a company's products and services to potential customers. They work to drive brand awareness through face-to-face consumer interaction. They are often considered as a liaison between sellers and buyers, providing information about products and services. They promote human relationships through marketing collateral distribution and communication. Other responsibilities include planning and implementing marketing campaigns, maintaining good relationships with vendors and venues, and promoting business expansion opportunities. This role requires a bachelor's degree in business administration, communications and marketing experience, excellent communication skills, and time management skills.

      The fourth career we look at typically earns higher pay than sales development representatives. On average, marketing/sales representatives earn a difference of $16,941 higher per year.

      While their salaries may vary, sales development representatives and marketing/sales representatives both use similar skills to perform their jobs. Resumes from both professions include skills like "communication," "sales process," and "customer service. "

      While some skills are shared by these professions, there are some differences to note. "sdr," "account executives," "linkedin," and "high volume" are skills that have shown up on sales development representatives resumes. Additionally, marketing/sales representative uses skills like customer relations, account management, powerpoint, and twitter on their resumes.

      In general, marketing/sales representatives make a higher salary in the health care industry with an average of $65,655. The highest sales development representative annual salary stems from the technology industry.

      Marketing/sales representatives reach similar levels of education when compared to sales development representatives. The difference is that they're 0.2% more likely to earn a Master's Degree less, and 0.2% more likely to graduate with a Doctoral Degree.