7 Habits of Highly Effective Sales Development Reps

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Screen Shot 2016-02-03 at 2.26.06 PMWhat 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

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. 

7 Habits of Highly Effective Sales Development Reps

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