Sales Development
7 Habits of Highly Effective Sales Development Reps
Ryan Amott
April 13, 2016
What separates top-performing sales development reps from the rest of the pack?
Here are seven habits that will take your sales development reps from good to great.
1. Target the Right Accounts
- Identify 50 quality target accounts
- Gather 250-300 key influencers (5-7 from each account)
2. Put in the Effort
Achieve daily goals on key metrics:
- Dials
- One-off emails
- Target account sends
- LinkedIn messages
Be pleasantly persistent:
- 6-9 dial penetrations on each lead
- 3-4 emails on each lead
- 1-2 LinkedIn messages on each lead
3. Own the Relationship with Sales
- Set clear expectations
- Find common ground
- Agree on value
- Communicate and follow up on appointments
- Deliver on time
- Honor agreements
- Stand up for yourself
4. Establish Expertise
- Be an expert on your products and services
- Be an expert on your industry
- Know your target accounts
- Know their value drivers
- Know the use case for your target accounts
- Know your prospect through 3×3 Research (3 facts in 3 minutes)
5. Stay Organized in Your CRM
- Use your CRM to quickly access accounts, opportunities, contacts, leads and activities in an organized way
6. Share Best Practices
- Help train and coach other SDRs
- Communicate best practices with others
7. Manage Your Time
- Plan a productive schedule for each day, prioritizing highest value activities
- Be intentional about accomplishing key goals
- Be flexible when needed, and then return to your scheduled plan
If you’d like a copy of these seven habits to share with your sales development team, download the PDF below.