How to Be a High-performing Outbound SDR

How to Be a High-performing Outbound SDR

Sales development representatives (SDRs) are responsible for bringing new leads and determining if a prospect is a good fit or not. They contact people that have made inquiries about the company. They do research to qualify prospective clients. SDRs play a vital role in the success of the sales team. However, if you want to stay on top of your game, you need to grow continuously and stay relevant.

Watch Webinar - 5 Time Telemarketing is the Answer

Must-Have Skills of High-Performing SDRs

If you want to dominate the game, here are some skills you need to have:

Video Prospecting

Video Prospecting

Using the video to connect with prospective clients is now becoming popular. You get to reach out to potential clients on a personal level. 

The visual recording must be short. It must not exceed two minutes. You must show confidence on the screen. Show the prospect that you are interested to meet him for a follow-up conversation.

There are plenty of video recording tools to choose from, such as Vidyard, Loom, and Soapbox.

Related: 6 Types of B2B Marketing Videos that Your Business Needs in 2022

Active listening and adaptability

Another must-have skill is active listening and adaptability. Most websites rely on bots to give answers to clients’ questions.  Yet, the answers are always the same, which can lead clients to frustration because they cannot get the answer they expect. Real-time and live conversations are the best way to interact with prospective clients. 

Be an active listener. Pay attention to what the prospect says. You will find out the person’s pain points by listening. Do not interrupt clients when they are talking. Asking them question after question can make them feel intimidated and cause them to leave.

Watch out for words or phrases that indicate the prospect is about to move forward into the sales pipeline. The moment he says something that shows he is interested, give him a little push. Actively listening can help the prospect become a customer. 

Related: 4 Exceptional Qualities of a Well-performing SDR


SDRs have a tough job. It takes a lot of work to qualify and nurture the prospect forward into the sales pipeline. Yet, the exhilaration you feel when you close a deal is priceless.  

Resilience is a soft skill that all SDRs must develop. One cannot learn it from the book but from daily on-the-job experiences.

Starting your day with a bad call can be stressful. But, you must know how to bounce back because prospects can sense your feelings. So be conscious because you might be giving off some negative energy.  

Instead, think positive at all times. Treat that disappointing call as a lesson. Reflect on why it had gone bad and avoid this from happening again. Do not ruin your day and that of your potential customer.



Teachable people listen to feedback. They are humble enough to admit if they make a mistake, and do something to improve themselves. They never stop learning but seek help from their superiors and experts.


A person who is aware of his strengths and weaknesses is resilient and coachable. If you know where you are good at, you can find ways to deal with disheartening calls.

If you lack organizational skills, you can create a checklist for your reference. SDRs that have a good rapport with clients know when to continue or stop. 

Overcoming objections

Overcoming objections

Rejection is not pleasant. It can affect your self-esteem. Yet, this is the reality you have to face every day if you’re a sales development representative.  And if you want to level up as an SDR, you must learn how to handle rejections or objections. 

If you understand the solutions that your company offers, you will be able to turn roadblocks into winning opportunities.  


SDRs make calls, send emails and follow up with clients. This hectic schedule could be overwhelming. However, developing your organizational skills will help you complete your tasks on time. One suggestion is to create a calendar of activities and learn to prioritize things so that you can finish your tasks on time.

Are You Ready to Add Value to Your Skills?

Being a sales development representative is tough. If you want to thrive and succeed in your role, keep on developing your hard and soft skills. Seek feedback and act on them positively. Knowing your strengths and weaknesses will help you perform well.

Callbox consultation
Want to learn how to add value to your skills and stand out from the competition as an outbound SDR? Talk to us.
Book a meeting 📅 Talk to sales
Callbox offer image
To Call Or Not To Call? 5 Times Telemarketing is the Answer
Learn about the most effective ways you can incorporate telemarketing into your sales and marketing mix and how knowing when to and not to call a prospect can give you favorable results and better conversions.