What makes an SDR? Is it all about their experience? Their way with words and people? Or is there more to it? According to TechTarget, an SDR is someone who has a main focus on prospecting, moving, and qualifying leads through the sales pipeline. The SDR then hands over those leads to account executives or closers who are responsible for finalizing sales. SDR’s would have categorized them from hot to cold, thus allowing the sales team to focus on the leads with the highest potential to close.

But have you ever wondered just what it takes to get this job done and make a success of it? We chatted to one of our very own Whistle SDR’s, Califfe Gold who with 11 years experience in sales, gave us the inside scoop on being a successful SDR. If you or someone you know of, is interested in the nitty gritty of life as an SDR, keep reading.


What is the core function of an SDR?


The function of an SDR is to connect people that need a solution, with Account Executives who have the necessary expertise to solve the problem. SDR’s are also widely known for their work behind the scenes to expedite the sales process for their client(s). 

What are the benefits of working as an SDR?


There are many challenges but the position is extremely rewarding. Every person that you speak to is a new challenge. The benefit there is that you are constantly adapting your skills to match the challenges at hand. Being in development, we benefit from making the first connection with a prospect, and so we have the chance to affect that prospect’s perception and perspective of our business. Essentially, we lay the foundation work for the sales process. 

What experience is required to work as an SDR and to make it a success?


As an SDR, you require both soft and hard skills for the job. The soft skills include being able to connect with anybody, having the emotional maturity to communicate effectively with the more challenging  prospects, being able to think on your feet while on a call and actively listening for chances to introduce valuable information, and being able to introduce the big question: “Can I book a meeting with you?”

Hard skills required for the position include a deep understanding of, and proficiency with CRMs. Although this can be taught, technical troubleshooting knowhow, time management, and sales experience are also very important. In particular, knowing who the best contacts are and how you can work to connect with them lays the groundwork for creating the relationship. Setting your own goals and knowing how to monitor your own personal achievements makes you very aware of how much you can achieve when you put your mind to something.

What’s your advice for aspiring SDRs?


If you think that you can’t do something, that is the ideal time to research how to do it. You are more capable than you convince yourself you are. 

As an SDR you would need to dedicate yourself to your craft. This means immersing yourself in the training and adopting the indomitable attitude that the best SDRs exude with such ease. The best strategy for success as an SDR is being prepared. Doing the relevant research is just the tip of the iceberg though. Call practice, objection practice and knowing your product solutions are just a few of the other facets of an SDRs skillset.

It’s almost impossible to get everything right the first time but by virtue of the fact that you made the choice to become an SDR, the chances are that your learning curve is very steep. SDRs are resilient, driven personalities by nature. Just be patient and the rewards will come. Thinking about making a career as a Whistle SDR? Apply here.

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