BY Tim Londergan
A business development representative, or BDR in sales, is one of the fastest and easiest paths into a sales career. Staff writers at pipedrive.com say BDRs are often the first point of contact with customers. This position gives them credit for much of a firm’s new business development.
A job with these important responsibilities must require a wealth of experience, right? Not necessarily!
Surprisingly, it’s often an entry-level position that engages an ambitious person with a specific mindset.
A BDR in sales has the role of hunter/gatherer
A business development representative, or BDR, brings new business opportunities to their team through various activities. These actions may be cold outreach, networking and first-hand research.
However, not all their responsibilities are directly sales related. Interestingly, a BDR in sales may find they’re exposed to all aspects of their company’s growth beyond traditional revenue streams.
Responsibilities may extend to shareholders’ relationships and networking as the face of the organization. Identifying new revenue and finding missed opportunities are part of the excitement of this position offered by innovative organizations.
The BDR sets them up; the sales rep knocks them down
Business development reps’ focus is shaping new business relationships with potential clients and partners.
However, they rarely close the deals themselves. Many find this less stressful and much more satisfying to their character. Closing of the deal usually lies with sales representatives.
The BDR may qualify leads from marketing campaigns or conduct their own cold calls. Networking in person or via social media such as LinkedIn is another tactic. The goal is to build relationships with potential customers and set up meetings with account executives.
Collaboration with sellers and team managers to strategize prospecting is imperative. A BDR in sales has an insider’s view of the processes leading to the company’s success and challenges.
BDRs are well-organized, motivated communicators
It helps to be a “people person”. Writers at pipedrive.com say employers typically look for helpful characteristics rather than experience when hiring this position.
Therefore, your requisite skills can transfer from almost any industry to a promising sales career. Learning to further trusting relationships and how to manage a productive sales pipeline can be developed later.
The staff at pipedrive.com emphasize the importance of the BDR in sales job as a solid foundation for sales rep, account executive or sales leader positions.
On the other hand, I recognized the responsibilities of a BDR to the highly valued and respected position of “Rainmaker” at prestigious law firms.
“Rainmakers” bring in big bucks to law firms
Rainmakers are well-paid, well-connected BDRs for prominent law firms.
Essentially, the job descriptions are identical. The skills are the same. The distinction is the playing field.
Same concept. Higher level of prestige and affluence.
Consultant and trainer, Matt Oechsli, details Becoming a Rainmaker in a whitepaper. It’s a no-nonsense guide and concludes with “The 12 Commandments of Rainmaking”.
The values match those that pipedrive.com used to introduced us to the (BDR) business development representative. However, Oechsli is adamant about the practice and the commitment required of his students. It’s a powerful career guide if you want to raise your game.
Mindset. Skills. Activities.
Sure, the client base and compensation from BDR to Rainmaker are worlds apart. However, the advice is spot on. His focus is on the three principles that bring success:
- Achieve the mindset of a warrior.
- Key skills needed to build trusted relationships
- Distinguish between high- and low-impact activities.
Although dated, Oechsli urges students of rainmaking to refine their online and face-to-face skills. Additionally, he proposes a 12-month Rainmaker Goal Calendar.
Rainmaker critical path activities
This is a detailed and illustrated plan for success. Remarkably, it is complete with printable worksheets that keep you on track with performance goals. Plus, you have a daily performance tracker and a contact manager spreadsheet.
If you’re serious about becoming a BDR in sales, you should study the practices required of Rainmakers for law firms. You’ll be playing the game at a whole new level.
Photo by Aleksandar Pasaric on Pexels.com
