A sales development representative, or SDR, has a difficult job on your sales team. Your SDRs have to research, reach out, prospect and qualify leads. When you have a large volume of leads coming in, it can be pretty easy for an SDR to get overwhelmed. Fortunately, there are solutions out there that can help make an SDR’s job easier. When your sales development representatives are able to do their best work, your whole sales team is more effective and productive.
With that in mind, make sure you’re equipping your sales development representatives with the right tools they need for the job. In this blog, we’ve highlighted some of the top SDR productivity tools so you can help them perform at an optimal level.
Task Management Tools
Task management tools will be an invaluable asset in an SDR’s repertoire. An SDR typically has a wide range of tasks on their plate. They have to reach out to leads, monitor social media lead engagement, make calls, send emails, do market research, research their prospects, educate leads and much more. When juggling all of these tasks, it can be easy for something to slip through the cracks. This causes good potential leads to be missed or ignored.
With task management tools, your SDR will easily be able to organize all their tasks in one place, set due dates, set alerts and get notifications when another member of the team assigns something to them. Task management makes it so an SDR doesn’t have to hold their schedules and agendas in their head. Instead, they can just focus on the task at hand and look to their task management tool to help them see what to do next.
Sales development reps will need to communicate with potential leads to qualify them. They will also need to make calls and set up meetings. With communication platforms, they can schedule their meetings, make phone calls, make video calls, send emails, respond to social media messages and more. Communication is essential to finding out if leads are worth pursuing, and it’s necessary for lead generation as well.
Communication platforms make sure that your reps have an organized and official channel to contact leads and set their meetings. It’s also worth considering a communication platform that’s specific to email management, since this will be one of the primary forms of communication between SDRs and their prospective leads.
Customer Relationship Management (CRM)
A customer relationship management platform can help every department in your business, but it’s especially helpful for sales development reps. With a CRM system, your SDR can easily keep track of customer information. They can sort their leads by what level of contact they’ve had with them and their current stage in the sales pipeline, and they can sort qualified leads from leads that might be worth pursuing at another time.
As the name implies, it also helps them maintain customer relationships with the leads and keep them happy. Without a customer relationship management tool, your SDR would have to keep their multitude of leads organized in archaic spreadsheets, making it difficult for them to keep track of everything.
Sales Management Systems
Sales management systems are another important tool to have available for SDRs. Sales management systems give them a comprehensive way to analyze and monitor your sales pipeline. With a sales management system, they can do a deep dive into the different stages of your sales pipeline and find out what’s working well and what could use some improvement. This helps them identify areas where they could potentially generate more qualified leads and find out why qualified leads sometimes drop out of the pipeline.
It also allows them to identify overall trends and track sales performance. These reports and analyses are important if you want to maintain the success of a pipeline or make improvements to grow your business. Many sales management platforms are also capable of automation of administrative tasks, which can free up time for your SDRs and allow them to do more strategic work instead of spending hours on repetitive tasks. Sales forecasting is often featured on these kinds of platforms as well. In short, sales management systems give your team data-driven numbers with actionable insight for improving the sales process, which is a win-win no matter how you look at it.
Product Information Management Tools
Product information management tools can also be highly useful to your SDR. It’s a good idea to have all of your product information compiled and recorded in one centralized location. This makes it easy for your product information to get updated as needed and provides your employees with a single source of truth when it comes to product specifications, pricing and other important details they need to know when talking to leads.
Sales Enablement Resources
You also want to provide your sales development reps with sales enablement resources. Sales enablement gives your reps everything they need to succeed when it comes to the actual act of selling. Sales enablement gives you the ability to provide a single place for storing and sharing the content your sales team needs.
Conversation intelligence is one of the hottest trends in sales now, and for good reason. With conversation intelligence, your reps can record any conversations they have with prospects. This allows them to revisit their conversations and see what customers resonate with. But more than this, the conversation intelligence software actually analyzes all of the conversations your sales team has and creates reports that show what successful reps who close are saying in their communications. This invaluable information can be used by SDRs to hone their lead qualification scripts and to perfect their lead generation methods.
Sales coaching tools are also useful for training new SDRs so they know how to qualify and prospect for leads in the framework of your business. Sales enablement tools work best the more you use them, as they’re able to compile data over time and make reports and analyses that are more specific to your business.
Equip Your Sales Team for Success With Flockjay
If you want to make sure your sales team has all of the best tools in their arsenal, equip them with Flockjay. Flockjay is a sales elevation platform that gives your sales team real, insightful information on how to improve their sales approach and optimize your pipeline.
With Flockjay, your team will get access to tools for sales coaching and onboarding through peer-to-peer learning. Flockjay is built for sales teams of any size. Whatever product or service you sell, Flockjay will be able to help your team sell it more effectively. If you’re ready to bring your sales team to the next level and give them tools to increase their sales and revenue, Flockjay is your solution. Contact us today for more information and to learn how Flockjay can help your sales team reach their goals.