Facing Todays Unique Challenges Recruiting High Calibre SDRs and BDRs
Before I begin, lets set a clear definition for SDRs and BDRs.
In broad terms, SDRs (Sales Development Reps) typically focus on inbound lead, sourced through Marketing. Where as BDRs (Business Development Reps) generate their own net-knew leads from scratch. However, these responsibilities are not exclusive to one or the other, and the terms are often used interchangeably.
Clarity between the two roles
For the purposes of clarity in this blog it’s safe to say that in general the role of the SDR is to follow up inbound Marketing Qualified Leads (MQLs), establishing contact and further qualifying the lead in or out before passing it onto the Sales Management team. The role of a Sales Development Rep is often a gateway for individuals aspiring to become a Sales Executive/Account Manager. By focusing more on lead qualifications, SDRs play a crucial (and often missing) role in the sales and marketing organisation by following up on inbound leads resulting in higher ROI in relation to marketing spend.
Of course, the role of the Business Development Rep is similar in as much that they are tasked with generating qualified leads. However, a BDR is generally responsible for generating their own leads, with no help from Marketing. They are looking for net-new prospects. This involves researching a target list of potential organisation, discovering the who to speak to, and reaching out to them as a cold contact. This is much harder and more time consuming than reaching out to a prospect who has already expressed an interest in your product or solution. As a result, a BDR will often attract a higher salary and a more attractive commission plan.
The commonality across both roles is that neither are responsible for closing a sale. Their challenge is to get the right person on the phone, ask the right questions and establish an interest in your product/service. Or, of course, bidding them adieu if there is not interest.
With me so far?
What skills are needed?
As with all roles, there a number of key skills required. For Business Development Reps/ Sales Development Reps require tenacity, commitment and an open mind. Other attributes include:
- Ability to be creative and customise approach to each prospect.
- Active listeners and adaptable – don’t preach, don’t sell verbatim, listen to the prospect and adapt
- Committed to follow-up
- Resilience – its tough out there!
- Trainability – never too old to learn new tricks.
- Self-awareness
- Curiosity – question, question, question.
- Relationship building
- Overcoming objections – a very specialist skill, that takes time to develop.
This all sounds well and good, IF you can recruit the right people with the right attitude and skills to perform either task successfully. And, IF you have the time and resources in-house to recruit, onboard, train and support them. It’s a delicate balance between time, cost and return, particularly as the turnover of SDRs and BDRs is historically quite frequent.
It sounds so simple, but it’s very, very difficult
It sounds so simple but by golly it’s very, very difficult to find, and keep, people that have these skills and attributes.
But do not despair, there is another way to fulfil your lead qualification and new business lead development needs – OUTSOURCE! An outsourced supplier can either eliminate the need to manage your own inbound and outbound sales teams, or to complement existing teams if they are struggling with the workload – that’s a nice problem to have by the way!
Read my blog: 4 Reasons Why Businesses Should Outsource their Lead Generation to find our more about the benefits of outsourcing with the right partner of course!
Alternatively discuss these issues with Lead Generation experts Think Pipeline and discover a cost effective way to boost your lead qualification needs independently or along side existing sales development teams.