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Managing a Sales Development Team: What Are the Traits of a Great SDR?

2 min read
January 13, 2016

As the Director of Sales Development here at Salesloft, Margaret Weniger get’s asked tons of questions about managing a sales development team. But there’s one particular question that gets asked more than any other:

What are the traits of a great Sales Development Rep?

When hiring, training, and managing SDRs, this question becomes the focal point around which you do everything. And after months of directing a growing team, Margaret has learned what a great SDR looks like.

Managing a Sales Development Team: What are the key traits to look for in an SDR?

1. Reps with work experience. Straight out of college graduates may be fresh and habit-free — and make for great blank canvases upon which to train — but reps who aren’t completely green to the workforce really do make the best SDRs. Sales development has the reputation for being “entry-level only,” but if you find a rep who’s been broken into the workforce already, nab them quickly!

2. Coachable reps. Being that many reps are new to the work scene, an element of coachability is crucial. Do they take feedback well? Do they apply corrections and instructions positively and diligently? These are the things too look for when managing a sales development team — or, in this case, coaching a sales development team.

3. Positive teammates. The best SDRs are resilient and able to work well within your existing team. Find out how they overcome adversity in different scenarios, and uncover their ability to crush tough goals on a daily basis. It’s no secret that sales development requires a good amount of cold calling and hearing “no’s” on a day-to-day basis, so developing that resiliency and ability to find the silver lining in any situation is key to discovering a great teammate and rep.

Looking for these three traits when hiring, training, and managing a sales development team are what’s going to get you the best reps. And trust us, once you see a rep with these qualities, it will be easy to spot the rest out of the pack.

Stay tuned as we continue the sales tips train into the new year. Next up, Salesloft VP of Sales Derek Grant is back to discuss best practices when communicating with prospects. Come back next week to learn more!