Sales Development Representative: Do You Need One? | Magic Assistant Blog

Sales Development Representative: Do You Need One?

Li Ramos
Li Ramos
May 26, 2022
Business owners checking their sales on a laptop

Startups focus on business growth that, in the beginning, business owners actively take part in the sales process of their company. As they scale up, the transition from founder to rep selling can falter. This creates a cluttered pipeline with unrealistic expectations which can lead to revenue loss instead.

Therefore, in building a sales team, a sales development representative should be considered. Their addition can create 3-10x the number of pipeline deals for the sales team which also increases the close rate of that pipeline through better lead qualification.

What Does a Sales Development Representative Do?

A sales development representative is focused on moving quality leads through the sales pipeline to close deals. Sales development representative jobs come in two parts:

  • Inbound lead prospecting – The process of nurturing leads who express interest in the product or service and have already engaged with the company.
  • Outbound lead prospecting – The process of reaching out to potential customers who haven’t purchased or used a company’s product or service.

Sales development representatives connect with prospects and learn about their wants and needs by answering questions or sending resources about the business. Then, they determine if they are good customer fits so they can schedule the next steps (e.g. demonstration, strategy call, consultation) with sales reps higher in the organization.

Here are a few things a sales development rep does:

Sales Assistant in front of a laptop
  • Work closely with the sales team to develop, implement, and study the lead qualification process
  • Build and handle the sales pipeline from cold leads to warm leads
  • Create opportunities with new and existing customers
  • Develop account intelligence which gauges a prospect’s behavior and activity in the market to identify the critical moment they are ready to buy
  • Attract business leaders and entrepreneurs in targeted accounts and create a discussion around their business needs
  • Engage, nurture, and qualify prospects in inbound calling
  • Set up customer calls, meetings, or demos to increase the odds of closing
  • Get more leads through cold calls, email, and online platforms like LinkedIn
  • Collaborate with the marketing team for fast, consistent follow-ups on inbound leads
  • Build and organize lead qualification data and activity on CRM software like Salesforce

To successfully perform their duties, a sales development representative should have strong communication, organization, time management, and analytical skills, as well as product knowledge. They should also know how to use and maximize different sales tools such as Salesforce, Hubspot, and LinkedIn to drive qualified lead generation.

When Should You Add a Sales Development Rep to Your Team?

A sales development representative is an essential part of closing more business deals. To understand further their impact on the sales cycle, here are the signs of when your startup needs to hire a sales development rep:

The ideal customer profile is still vague

In identifying their ideal customer profile, startups do some experimentation at the beginning. This often leads to having different customers that require different messaging, different demos, or different pricing. And that makes for an unscalable sales process.

However, with a sales development representative focused on lead generation and qualification, they can get a better understanding of prospects. This allows them to better engage and address the information the potential customer needs and move the right customer fit through the sales pipeline.

They also create value with every contact by aligning the information they have on potential customers with the information and resources they can share.

This way, startups can get a clearer picture of their ideal customer profile which solidifies their messaging and pricing. Thus, the sales team can strategize accordingly on how to sell their product or service to a specific customer.

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There’s build-up in the sales pipeline

Hubspot found that 19% of buyers want to connect with a salesperson during the awareness phase, 60% in the consideration phase, and 20% in the decision phase. With a sales development rep handling the initial stages in the sales cycle, more contacts are made early, putting you ahead in the market.

Having a sales development representative can standardize parts of your sales cycle, like lead generation and qualification. Sales reps can design and analyze these processes to make them repeatable and scalable.

Moreover, they can provide insights to the sales and marketing teams regarding prospecting and customer needs to foster learning among them. This allows them to identify the steps buyers take from lead to close.

Sales development representative jobs also go hand in hand with marketing. This is more apparent in the social media aspect of sales since the sales team is time-crunched and less inclined to be online.

As customers become more sophisticated, a sales development representative can use different marketing strategies such as:

  • Video prospecting – Connecting with prospects by recording and sending a short, personalized video to be more eye-catching and engaging than traditional text emails.
  • Context-based outreach strategy – A specific set of tactics governed by ideal buyer personas (IBPs), engagement factors, and additional insights. This could be conducted through different models:
    • Cold calling (door-to-door, telemarketing)
    • Organic lead generation (website, search engine queries)
    • Social media lead generation (LinkedIn, Facebook, etc.)

Quotas are misaligned

Startups focus on scaling up fast. Because of this, their revenue targets might get misaligned with their selling capacity, even with a clear customer profile and pipeline traction. That’s why hiring a sales development representative is vital in making revenue plans more feasible.

Since they have a specific core task, a sales development rep has more room to adjust and overcome issues that may arise quickly. Moreover, with a better process of qualifying leads, they can organize a proper lead handoff and execution such as:

  • Blind Round Robin Approach – A CRM software or even a simple spreadsheet is used to align and assign leads to the next-up salesperson.
  • Region-Specific Approach – Leads are assigned to a salesperson according to their sales territories.

This way, the sales team can avoid wasting time pursuing low-value leads that can decrease revenues. They are also faster than advertising since prospects are less likely to ignore a phone call, personalized email, or other lead generation experience.

A sales development representative also has the potential to become a salesperson because they are already established as effective openers, already know your products and processes, and require less training.

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Get a Magic Sales Assistant as your Sales Development Rep

A sales assistant can help improve your return on investment (ROI) by handling sales development tasks so your team can just focus on closing deals.

Magic works to match startups and small or medium-sized enterprises (SMEs) with the right virtual assistants based on growing needs. A Magic Sales Assistant can act as your sales development representative and carry out different activities such as:

  • Warm lead calling
  • Inbound calling
  • Lead generation (Organic lead generation, Social media lead generation)
  • Cold calling
  • Data mining
  • Lead qualification

Save time and money in hiring and training a Magic Sales Assistant. They are remote workers well-equipped to work with your sales and marketing teams using your preferred tools and software like dialers and CRM platforms.

Easily integrate a sales assistant using Magic Integration to streamline and organize your sales process. Schedule a discovery call with us to discuss your company goals and needs.

Develop better client relationships and overall customer experience by boosting the quantity and quality of your sales activities right from the start with sales development representative work. Find out how Magic can help close your biggest deal just like YachtLife!

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