Sales Development Representative

Purpose:

The Sales Development Representative will be responsible for generating qualified leads

through research, outreach, and nurturing relationships with potential clients, ultimately contributing

to the growth of sales revenue in assigned markets.

Key Responsibilities:

1. Lead Generation:

? Identify and source potential leads within assigned markets using various channels

such as LinkedIn, industry databases, and networking events.

? Build and maintain a robust pipeline of leads to support sales targets.

2. Data Research:

? Research on sourced leads to understanding their business needs, pain points, and

industry trends.

? Prepare tailored pitches addressing specific pain points and value propositions

relevant to each lead.

3. Outreach:

? Execute outreach strategies through cold emails, cold calls, and LinkedIn messages.

? Establish connections and qualify leads through initial conversations.

4. Follow-Up:

? Manage a systematic follow-up process to nurture leads and maximize conversion

rates.

? Continuously update CRM with lead interactions, feedback, and status updates.

Metrics for Performance Evaluation

To effectively measure the performance of the SDR, consider the following metrics:

1. Number of Leads Generated:

? Total number of new leads added to the pipeline each month/quarter.

2. Number of Qualified Leads (NQL):

? Total number of leads that meet initial qualification criteria (e.g., budget, authority,

need, timeline).

3. Number of Sales Qualified Leads (SQL):

? Total number of leads that are qualified for sales handoff, indicating a higher

likelihood of conversion.

4. Outreach Activities:

? Number of cold emails sent per day/week.

? Number of cold calls made per day/week.

? Number of LinkedIn outreach messages sent per day/week.

5. Response Rate:

? Percentage of leads that respond to outreach efforts (cold emails, calls, LinkedIn).

6. Follow-Up Efficiency:

? Average number of follow-up attempts before a lead is converted to NQL or SQL.

7. Lead Conversion Rate:

? Percentage of leads converted to NQL and SQL; calculated as (Number of NQL/Total

Leads) x 100 and (Number of SQL/NQL) x 100.

8. Revenue Contribution:

? Track and forecast potential revenue generated based on the average deal size and

the number of SQLs.