Sales development representatives (SDRs) have one of the most important sales roles because they channel customers to pitchers who close deals. They ensure an organization delivers an efficient revenue machine by making the sales cycle streamlined, but what does a day in the life of an SDR look like?
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In this article:
Sales Development Representative Schedule
What is a Sales Development Representative?
An SDR’s responsibility is to focus on inbound lead qualification, and process leads through the sales cycle by qualifying prospects and setting sales appointments.
Traditionally phone-based, SDRs now connect with organizations using a variety of methods.
SDRs get their leads from a variety of sources:
- Advertising and marketing, for example, on social media.
- Leads generated by BDRs
SDRs must quickly respond and contact inbound leads within minutes. They use tools such as social media, phone, and email, as well as mastering lead generation software and other CRM platforms.
At the qualifying stage, the SDR ensures that the lead is interested and labeled as acceptable. This is done through lead scoring. The customer hits a pre-set score and is then called, and hopefully, an appointment is booked.
SDRs engage with leads through nurturing and monitoring behaviors. They identify who is a prospect, i.e., who is a potential going to buy, and who is a suspect, i.e., who is not going to buy. The leads are funneled through automated platforms, and the SDR sets out to book appointments.
The difference between a good and great SDR is the skills they grasp. Great salespeople must utilize their skills and tools to the max in an age where buyers are on a different online journey and are not responsive to pushy tactics.
A Day in the Life of an SDR
Many sales reps start their day early, particularly if they work with customers across various time zones.
SDRs need to feel bright and confident throughout the day, so the morning routine is crucial to reflect that mood.
TIP – Don’t hit that snooze button! Wake up after the first alarm and kick start your brain to feel on top of the day. If you already feel behind as soon as you wake up, your mindset will continue that theme.
Top sales development representatives know that even a five-minute burst of exercise or meditation improves focus and increases energy. Getting the blood flowing first thing wakes up your whole body and diminishes any sluggish feelings. Meditation is an excellent method for channeling energy, which can be used throughout the busy day.
TIP – Download a high-intensity exercise app or meditation app, and get a quick workout done before you hit the shower.
People say breakfast is the most important meal of the day. Sales reps have to fuel their day without overeating, so they are energized to start the working day.
TIP – Don’t eat on the go, unless your commute allows you to sit down and enjoy your breakfast, for example, on a train with a table. Eat a nutritional breakfast balanced with carbs, protein, and fiber for energy and to keep you feeling full.
Sales development representatives use their commute time to indulge in books (audiobooks), podcasts, relevant news, or social media – anything that relates to their work or customers.
Arrive at the Office
Few SDRs arrive at work just a few minutes before their set start time, usually, 9 am. Great sales reps will come around 8:30, or sooner, and get organized for the day.
Check emails while looking out for priority messages, checking social media, and looking for articles and insight are all done first.
TIP – Any emails that take a few minutes to respond to, get them out of the way, ready to prioritize the remaining tasks.
Prospecting early (or ideally, the previous afternoon) allows an SDR to have a customer list, ready to go when they start their working day. Customers are prioritized, and relevant insights are based on roles and characteristics.
SDRs don’t waste time on the wrong activities. They spend time getting to know their ICP (ideal customer profile) to reduce research time, cap investigation time, and determine if their customers qualify as prospects or suspects.
Stand up Team Meeting
Sales reps stand up meetings should leave the team engaged and inspired for a full-on days’ work.
Disciplined SDRs create some call blocks in the morning, usually between 9:00-10:30 for first-time calls, factoring in short comfort breaks. Often, prospects are scheduled in the CRM from the previous analysis. Each call is personalized and based on research. SDRs ask qualifying questions, discuss pain points, and offer solutions to help their customers.
Sales reps connect with C-level decision-makers as soon as possible. That way, they don’t have to exert too much effort making their sales talk on someone who isn’t even part of the decision-making process.
TIP – According to Michael Pedone, CEO at Salesbuzz, SDRs should make ‘first-time’ calls in the morning when they have more energy. Follow-up calls should be done in the afternoon because they are easier to make and require less effort.
Emails are used to follow up calls, providing valuable information and insights to customers. Further contacts (follow-up emails and follow-up calls) are scheduled using automation tools.
Daily Sales Meeting
Successful companies gather their sales staff for daily meetings, even for 30 minutes a day, to provide training, cover deals that are being closed, and tackle communication issues, for example. Having consistent habits in sales makes for a nice living.
TIP – Implementing a daily sales meeting can increase sales. Utilize the experience of anyone around you to become a better salesperson and master your craft.
Some SDRs use their time to socialize, make more connections, exercise, or just eat a delicious, well-deserved lunch.
TIP – Don’t eat at your desk. Taking a full break away from your desk will make you more afternoon-efficient.
Social Media, Emails and Follow-up Calls
After lunch, sales development representatives take time to monitor LinkedIn, check and respond to emails, and get ready to make their follow-up calls. More call blocks are scheduled, for example, 2 pm-3 pm, to discipline the best type of contact.
Efficient sales development representatives take regular breaks. These are great times to get to know colleagues or go for a quick walk.
Wrap Up and Next Day Preparation
Sales reps use the late afternoon to finalize any contact, complete any outstanding tasks, and build on research for the following day’s calls.
Satisfied customers (and leaders) all round! After-work socializing and events are a great way SDRs make connections and share best practices.
Getting at least eight hours of sleep at night is recommended for full rest and optimal strength and focus for the next day.
TIP – Before bedding down, prepare yourself for the following day. Get your clothes ready, prepare meals, pack your bag ready, etc. Doing this not only saves time the next morning but helps you relax at night knowing you’re prepared.
Of course, every salesperson is different, as is every sales organization and every customer profile. Thus, SDRs must work to a pattern that suits them and produces the highest revenue figures for their company.
How does your sales schedule differ from ours? What other tips can you provide? Share your comments in the section below.