The role of a Sales Development Representative (SDR) is fast-paced, dynamic, and often unpredictable. As the first point of contact in the sales process, an SDR’s day revolves around prospecting, building relationships, and laying the groundwork for deals to close. Here’s a closer look at what a typical day in the life of an SDR looks like:
Morning: Preparation and Prospecting
The day often begins with preparation. Most SDRs start early, reviewing their pipeline and setting priorities for the day. This includes researching new leads, reviewing industry news, and checking in on any follow-ups.
By mid-morning, the focus turns to prospecting. This means sourcing potential clients, whether through cold outreach, LinkedIn, or researching companies that fit your ideal customer profile. As an SDR, you’re constantly on the lookout for businesses that might benefit from the solution you’re selling. This research is key—knowing a prospect’s pain points and industry challenges allows you to tailor your approach.
Midday: Cold Calling and Outreach
After a solid morning of prospecting, it’s time to hit the phones. Cold calling is a major part of an SDR’s role and can be both the most challenging and rewarding part of the job. Each call requires a mix of confidence, patience, and resilience.
Not every call will go your way. There will be rejections, and there may be times when no one picks up at all. But every “no” brings you closer to a “yes.” It’s also a chance to improve your pitch, learn from objections, and refine your approach. Effective listening is crucial here—understanding a prospect's needs and being able to offer a solution in real-time is where great SDRs stand out.
Simultaneously, email outreach is in full swing. Writing personalised, concise emails is an art form in tech sales. The goal? To spark interest and prompt a response. A successful SDR balances cold calling with thoughtful emails, ensuring no prospect is left untouched.
Afternoon: Follow-Ups and Meetings
Afternoons are typically reserved for follow-ups and internal meetings. Whether it’s a follow-up email from a morning call or checking in with a lead from last week, persistence is key. Timing your follow-ups to ensure you're top of mind without becoming too pushy can make all the difference.
There are also regular check-ins with Account Executives (AEs) and sales teams. These meetings help ensure alignment and offer the chance to discuss progress, challenges, and leads. Building strong internal relationships with your AE is critical, as it’s your job to hand off qualified leads to them.
Late Afternoon: Personal Development and Wrapping Up
As the day winds down, many SDRs dedicate time to personal development. Tech sales is a constantly evolving field, and staying ahead of trends, new tools, and sales techniques is key. This might involve watching a video, reading industry articles, or completing an online course.
Platforms like Meritt provide the chance to master sales fundamentals, develop product knowledge, and explore the latest in sales technologies. Ongoing learning is essential for SDRs, especially those looking to advance into roles like Account Executive or Customer Success Manager.
Finally, the day ends by reviewing the successes and challenges. Did a prospect express interest? Was there a learning point from a tough call? Logging notes and updating your CRM ensures that the next day starts organised and ready.
Is the SDR Role for You?
The life of an SDR is fast-paced, demanding, and filled with both challenges and rewards. It requires resilience, strong communication, and a genuine curiosity for problem-solving. If you’re someone who thrives in dynamic environments, enjoys building relationships, and doesn’t shy away from hard work, the SDR role could be the perfect fit. It’s an excellent starting point for a long-term career in tech sales, with plenty of opportunities for growth.