Sales POP - Purveyors of Propserity
SDR Career Planning
Blog / For Sales Pros / Jun 18, 2018 / Posted by Roy Osing / 5824

SDR Career Planning


SDR Career Planning: 3 Proven Ways to Have an Amazing Inside Sales Career

The inside sales organization and the Sales Development Rep (SDR) in particular are increasingly becoming lynchpins in many sales organizations. Relying solely on “feet on the street,” or any other single sales channel does not represent a viable economic business model for most organizations. Furthermore, it is not the most effective way to create a seamless customer experience across the organization. As a valuable player in a larger sales team, the SDR role is interesting. It can also be challenging and exciting. People gravitate to it due to the fact they have both a strategic and an operational role in the organization. Additionally, they get a satisfying dose of battling with competitors in the trenches. They must grow their account base as well as manage it on a daily basis.

However, the challenge for the SDR to get ahead in their career is non-trivial. The number of advancement opportunities are limited, and the competition among colleagues is intense. The SDR must get noticed as someone who is different from the ‘SDR herd.’ They must prove they are worthy of career advancement opportunities. And, to make this happen, they must be disciplined in their approach to planning out their career moves.

Here are three ways you, the SDR, can simplify your career planning efforts and get on the advancement track quickly:

1. Develop a 24-month career game plan

Identify the specific position you want to have, the organization(s) you would like to target and the influencers in each organization that you need to develop a relationship with. Say, “in 24 months I intend to be Director of Sales with ABC Company.” This will provide the focus you need to get you going. It’s not good enough to declare, “I want a higher level sales position.” It doesn’t give you the focus you need to create an effective action plan to get you to where you want to go.

You will soon know if it the right objective. Then, you can modify as you learn on the go. Once you have your target(s) in your crosshairs, define the skills and competencies you need. Additionally, have an action plan to fill any voids, and strengthen what you do well. Be aggressive. Actively pursue what you need to do to be of value to your target organization. Don’t wait for others to hand it to you.
Consider both internal sources as well as external organizations that have a proven track record in building competencies in people. Additionally, if you lack a considerable number of skills for your target position, you may wish to reconsider your target(s). Your 24-month plan may be too ambitious.

2. Create a personal value proposition

Your personal ONLY statement is your competitive value proposition that sets you apart from others. Stop talking about your credentials, and start talking about what you do that no one else does. Start by thinking positively and confidently. “I am the ONLY one in my SDR team that has the combination of both selling and customer serving experience, coupled with demonstrated leadership skills required to build the sales director into an indispensable and undeniably critical role.” This thinking will earn you the right to have a conversation about why you should be a lead candidate for advancement.

Here are a few questions to ask yourself as you build your personal ONLY statement:

  • What are the critical issues facing the organization?
  • Are there unique strengths that I have demonstrated in solving business problems? What were the results?
  • What is my current brand? Does it align with “being different”? If not, what must I do to change it?

3. Discover as many mentors as you can

Find mentors who can help you achieve your game plan goals. You can’t do it alone. You need a platform for advice that is relevant to your 24-month plan. And, read voraciously to discover friends who can help you with the content they create. If you covet another sales position, read and engage with professional sales practitioners with high currency and add them to your resume. Observe them. Study them intimately. Explore the different ways they practice their profession.

Stand-out salespeople focus obsessively on lifelong learning, building skills critical to their organization’s success, and executing their career plan flawlessly. A brilliant career doesn’t happen through serendipity. Rather,  it’s the result of hard work and a tenacious outlook.

I guarantee these 3 actions work.

Give them a try.

About Author

Roy Osing is a former president, CMO and entrepreneur with over 40 years of successful and unmatched executive leadership experience in every aspect of business. As President of a major data and internet company, his leadership and audacious ‘unheard-of ways’ took the company from its early stage to $1 Billion in annual sales. He is a resolute blogger, keen content marketer, dedicated teacher and mentor to young professionals. As an accomplished business advisor, he is the author of the no-nonsense book series ‘BE DiFFERENT or be dead.’ He is devoted to inspiring leaders, entrepreneurs and organizations to stand apart from the average boring crowd and achieve their true potential.

Author's Publications on Amazon

Leaders require context for what they do and how they spend their time. A philosophy that guides their behavior and the things they treat as a priority. Without context, leaders tend not to lead. They flit. They simply follow their nose and spend their time…
Buy on Amazon
It's getting tougher to develop a winning formula in today's business world. Competition is fierce. Customers are demanding, fickle and unpredictable and employees are looking for insightful and caring leadership. In response, extreme energy in most organizations is spent on trying to develop the "perfect"…
Buy on Amazon
Marketing 101 is in serious trouble. Its effectiveness is extremely limited. If you are practising traditional text book marketing, this book is your wake-up call. You are subjecting your organization to extreme risk.
Buy on Amazon
The challenge facing a leader in today's highly volatile economy is formidable. It is to create an organization to Stand-Out NOT Fit-In. Companies that fail to break away from The Competitive Herd and establish themselves as Unique, Distinctive and Remarkable to their Fans fade away…
Buy on Amazon
BE DiFFERENT or be dead: The Audacious ‘Unheard-of Ways’ I Took a Startup TO A BILLION IN SALES provides practical and proven ways for organizations and professionals to be unique, stand out from their competition in a compelling, relevant way and achieve staggering success.
Buy on Amazon
Selected by Soundview Executive Book Summaries as one of the top business books in the USA. The Challenge for any Business Leader is to harness the energy from all parts of their organization to work in unison to win in their market. In practical and…
Buy on Amazon
Want to take your career to another level? Achieve greater success in a world where the competition for a fast track route to success is fierce? Roy Osing’s 30+ years in business taught him one simple truth: if you are not DiFFERENT, if you are…
Buy on Amazon

This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.