chriino

Sales Development Representative

Advice/Tips on Career, Life, Whatever as a New SDR?

Hi guys,

This is my first post, so go easy on me! I recently graduated from university and am fortunate enough to land a position as a mid-market SDR for a SaaS travel and management platform.

For background, my sales experience came from knocking on doors and selling security and solar last Summer. I love sales because it taps into my entrepreneurial side and is one of the only careers where we get adequately compensated for the work put in. That being said, I'm both excited and nervous to enter the current job market. The War Room is filled with layoffs and market posts, and the news is filled with the recession that I decently keep up with. I am worried about a rescinded offer or getting laid off early on, but I know that I can crush quota in any environment if given the opportunity.

My question to you guys is: what life or career advice/tips do you have for someone starting up their career in the tech sales (SaaS) world?

Some of the topics I'm cloudy about are: lateral movement between companies, rising up the ranks, comps, tax, tools, communities, finance, leadership, teamwork, etc.

I've been able to gather resources and understand the importance of networking and soft skills to push through, but I don't have an idea as far as the path to get to closing deals as an AE or reaching Director/VP status. Just hoping for this to be a discussion that everybody can chime in on and bounce ideas off of! Thanks!

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8

14 comments

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oldcloser

Arsonist

7

💀

Great first post. Much to chew on for those feeling chewy.

First, the sky is not falling. There is no asteroid coming to earth. Your pre-job jitters have caused you to buy in to this notion of tech armageddon. There is clearly a deep cleaning going on as the shiny object market is contracting.

But you got hired because you love knocking on doors. There is genuinely something wrong with you if you enjoy that. It’s the same thing that’s wrong with me and everyone else who takes the beating and keeps on meeting.

I assure you that the WR is not filled with layoffs. We’re all still here. And there are literally tens of thousands here who don’t speak up. I will validate one of your concerns though. You’re not going to be promoted to VP after your first call.

Take a breath. Pack a good lunch on day 1. Bring a backup pair of underwear just in case it gets tough. But don’t you ever get scared of betting on your own talent, savage. It’s what got you this far.

Now relax, shut up and go kill it. You got this.
Welcome to the WR

punishedlad

Tycoon

3

Business Development Team Lead

Nothing to add. Take this sage advice from the @oldcloser. You can only control what is directly in front of you.

It's good to keep abreast of the environment out there, but examine what's in front of you before you let worry take over. You've got an offer and a start date. Do what you can while you're in the position to excel and set yourself up for whatever is next.

At the same time, don't look too far down the road. Live in the moment you're provided. Not a single one of us knows what's going to happen in the job market at large, nor in your new role.

chriino

1

Sales Development Representative

The much-needed slap I needed; appreciate it. What would differentiate someone that hits quota vs exceeds quota?

oldcloser

Arsonist

2

💀

Not much, just a few things like work ethic, deal volume, lead quality, skill, talent, professionalism, empathy, composure. presentation skills, ability to influence and persuade, ability to command a room, ability to read non verbal cues, product market fit, product pricing, latitude to negotiate, personal motivation, wardrobe, grooming, self confidence, understanding the company's solution and the problem it solves, outreach platforms, sequences, cadences, sales process, internal data platforms, success in 1:1 meetings with management, luck, dodging internal politics, CRM, pipeline development, creativity, public speaking ability, a manager who likes you, willingness to rebound immediately from a bad call, enthusiasm, articulacy, lack of fear, command of written language, etc.

Give it a couple of days before mastery sets in.

Otherwise, ask questions, be a sponge, be competitive and learn. Clearly they believe you're wired for it. So go do your damned best. Will you please?

chriino

1

Sales Development Representative

I will for you, mr.sir

oldcloser

Arsonist

0

💀

You’re gonna be great

js2458

Politicker

4

Enterprise SDR

My path is pretty similar to yours - I was doing street sales during college and transitioned to selling to retail tech companies. I think biggest take away for me was that there is a big difference in how you sell in the two mediums.

I assume that a lot of your door-door sales was face to face. As a SDR, almost all of your "selling" is done over phone, and as such, you need to be able to express your tone and drive urgency way more than a f-f fundraiser needs to. Conversely, you probably will already be pretty adept at handling rejection so phone sales might not be as hard for you as it would be for a different person.

The structure in which you are selling will also be different. As a door fundraiser, you are used to selling to anyone who answers your door. They make the decision, and can sign off instantly for a sale. At your new job, I assume you will be selling to company executives. This opens the door to a bunch of differences that you are probably not used to - selling to people with budgets instead of personal income, having to find decision makers (and believe me, some companies make it very hard to do this), and dealing with longer sales cycles.

In short - there is a lot for you to learn coming from door sales and it will likely be pretty confusing at first. I wouldn't worry just yet about the AE transition as it is pretty far off, but I would start asking people a ton of questions about the above - especially those who have been previously successful as SDRs.

chriino

0

Sales Development Representative

Great! Excited to learn more, thanks for the advice.

ThatNewAE

Big Shot

3

Account Executive - Mid enterprise

Hey hey hey ! Go easy bud !
Layoffs are happening, on the other side - It’s not the end of the world. You’ll get rehired too. You’ll crush quotas too.
But. We don’t have to worry about something that hasn’t happened yet. Chances of them happening - we don’t know yet.

If you enjoy sales, stay through. Things get easier. Always.

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

Just know that where you are NOW is not where you will 10 years from now. Or at least the odds are very much against it.

Realize that most likely to move up means moving out. So don't drink the koolaid there.

Do your job to the best of your ability, be well thought of by your mngt and co-workers. Be the guy they don't want to leave but will wish you well when you do.

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

Welcome!
Don’t spend your commission until the check clears.
Contribute to your 401(k) or preferred retirement fund and don’t touch it. Your 50-60 year old self will thank you.
Stay curious.
Stay hungry.
Stay sincere, kind and humble.
Work hard and try to excel at everything you do, but also remember you work to live, you don’t live to work.
Maintain a spreadsheet of your sales - for your entire career.
Listen

Love, mom.

oldcloser

Arsonist

0

💀

Just another bunnytruth in a series. Follow this

CuriousFox

WR Officer

0

🦊

🐇 is wise

Maximas

Tycoon

1

Senior Sales Executive

Welcome to the WR,just take things step by step.
Once you're experiencing your current and next one further, you'll come into a solid conclusion to see whether to proceed with you current role,change to a different sales one or even shifting your career entirely, as most of others have said you can only control the NOW and not the Future!

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