Following leads provided by a company’s marketing department, a sales development representative attempts to generate sales. The sales development representative primarily uses a telephone and e-mail to contact customers or potential customers using these warm leads. He or she usually tries to set up meetings with those people and then passes the information along to the outside sales department.
Participating in marketing campaigns and using databases to identify potential customers are common responsibilities of a sales development representative. The representative contacts these leads in order to pitch a specific product or service that the company offers. He or she could identify and contact clients who have previously purchased similar items to inform them of special offers.
Databases could be used by a sales development representative to research buying habits and develop sales opportunities. People in this field frequently collaborate with the company’s IT department, as well as the marketing and sales departments. They may also be in charge of answering sales calls that come in while the sales team is away.
Experience in sales, marketing, or customer service is typically sought by companies looking to hire a sales development representative. Some companies may require prior telemarketing experience, as well as a history of working in a specific industry, such as financial markets. A bachelor’s degree in a related field may be required in larger companies.
People who work in these jobs usually have outgoing personalities and can communicate with a wide range of people. They must clearly explain the advantages of the company’s products or services and build relationships with new customers. Basic sales skills are a must-have for any salesperson.
A sales development representative may use the Internet as a social networking tool to generate new business in some companies. This person might conduct research into competitor strategies and sales trends in the marketing field. In some businesses, computer skills and familiarity with social media are valuable assets.
Another task that the sales development representative is usually in charge of is recordkeeping. He or she could keep track of every contact and the outcomes of each conversation. The representative could schedule a follow-up call with each customer and note whether they seemed interested in new products or services.