Email Us!

7 Habits of Highly Effective Sales Development Reps


Schedule a Free Consultation

By: Ryan Amott, Field Enterprise BD Manager at

What separates top-performing sales development reps from the rest of the pack?

Here are seven habits that will take your sales development reps from good to great.

Target the Right Accounts

  • Identify 50 quality target account
  • Gather 250-300 key influencers (5-7 from each account)

Put in the Effort

  • Achieve daily goals on key metrics:
    • Dials
    • One-off emails
    • Target account sends
    • LinkedIn messages
  • Be pleasantly persistent:
    • 6-9 dial penetrations on each lead
    • 3-4 emails on each lead
    • 1-2 LinkedIn messages on each lead

Own the Relationship with Sales

  • Set clear expectations
  • Find common ground
  • Agree on value
  • Communicate and follow up on appointments
  • Deliver on time
  • Honor agreements
  • Stand up for yourself

Establish Expertise

  • Be an expert on your products and services
  • Be an expert on your industry
  • Know your target accounts
  • Know their value drivers
  • Know the use case for your target accounts
  • Know your prospect through 3×3 Research (3 facts in 3 minutes)

Stay Organized in Your CRM

  • Use your CRM to quickly access accounts, opportunities, contacts, leads and activities in an organized way

Share Best Practices

  • Help train and coach other SDRs
  • Communicate best practices with others

Manage Your Time

  • Plan a productive schedule for each day, prioritizing highest value activities
  • Be intentional about accomplishing key goals
  • Be flexible when needed, and then return to your scheduled plan

Want to see a demo of a tool that can help your team implement these 7 habits? Contact Basati today.


Request a copy of our monthly value added Salesforce best practices newsletter, The Basati Bulletin: Your Monthly Access to Sweet Tips, Tricks and Best Practices for Salesforce!