You’re in Sales Development and you want a promotion. What are the most important things to know?

Start to do the job you want, not just the job you have. Example, to go from SDR to AE, you need to start holding yourself accountable for AE metrics, not just SDR metrics.

To secure a promotion, your managers will evaluate your performance metrics. Take into account the number of leads you've generated, qualified, and booked, as well as the opportunities you've created and closed. Consider how well you align with team and company objectives, and assess your consistency in meeting targets. It's important to be innovative and contribute new ideas. Save any successes you achieve to discuss during your review. Show confidence and express your desire for the promotion. Regularly inquire about ways to improve and make sure to act on them, so you can demonstrate progress in your next review.

It is very very rare that an SDR will get promoted when they haven’t hit their quota with some consistency. Before you say it, I know, a lot of quotas are unrealistic. But is it really impossible to hit or are you just saying that? Step 1 to getting promoted is blowing out your quota. Finding out what works, what doesn’t and producing consistently.

Mastering performance metrics is not just about hitting targets; it's about showcasing your potential for growth and success. By understanding, communicating, and continuously improving your performance metrics, you position yourself as a top contender for that promotion you've been eyeing. So, embrace the numbers, own your achievements, and let your stellar performance metrics pave the way to your next career milestone.

Know when to skip selling and just help your customer or partner. They'll see you not the average transactional toolbox most sales people are. Be that guy or gal and the deals will pour in.

This is why I am very adament that SDRs should be able to “talk the talk”. What does that mean? It means they can talk about the business problems and valuable solutions that their company provides with prospects. It’s not easy! It takes time to learn. But the more an SDR can understand the business, the more they will be able to take the next step to being an AE.

Being aware of your customer needs will assure them that you're caring about their products/services and they will be more receptive on your suggestions and market trends. Even if you cannot close "that" business, you will be a further reliable option.

En el proceso de desarrollo de ventas y más cuándo se busca el crecimiento, se debe analizar más que los números y resultados en facturación y crecimiento de ventas, se debe considerar cómo perciben los clientes importantes o VIP al vendedor, qué tanto reconocimiento tiene el cliente del mismo, su el vendedor esta en el top of mind del cliente, es su primera opción y sobre todo que tanto relacionamiento tienen el vendedor al interior de la organización de cada cliente, así se puede determinar si el crecimiento esta dado en escala o nivel de vendedores o si se busca un crecimiento a nivel de liderazgo del equipo.

Know the product or service or be the fastest to check on what you don't know. Saying you don't know shows humility and that is endearing to all, especially Engineers. Being the smartest guy in the room seldom leads to adoration, but hustling is sexy to all.

Know who needs a hug, a kick in the pants or a pass because outside factors are kicking their butts. If you fill the gap when one of your teammates isn't stellar they'll love you forever and be back to superstar status faster. This works both ways, do not let a laggard stay too long and kill moral for the hustlers. Know where your team is at, always. Coach'em up or coach'em out, but coach them.

Know what they are, have 2-3 and kill them. Do not let the machine give you 22 goals which you neither care about or picked. Tell everyone, everyday what they are, so nobody confuses their goals with yours. If you can help someone else hit one of their goals, do it.

Many people hesitate when it comes to asking for a promotion, but sometimes the best approach is the simplest one: just ask. If you're in sales operations and believe you're ready for the next step, don't let fear hold you back. Prepare your case with concrete examples of your achievements, understand the value you bring to the team, and clearly outline how you can contribute in a higher role. Then, have a direct conversation with your manager. Sometimes, simply articulating your ambitions and readiness can make all the difference. Remember, if you don’t ask, the answer is always no.

Start by listing the impact you've had on the organisation, the team and the goals of the business. Have you provided support to your colleagues with less time in role? Are you leading conversations within team environments? Have you created new initiatives, carried them out and then reported on the outcomes? Understand how to articulate all of the value OUTSIDE your KPI's. Do the job you want, not the job you have.

Early in my Merck sales career I had a manager (highly respected and a great leader) tell me that you should always ‘ask for the promotion’ since there are many that may have all the great sales numbers, but it’s the person that asks for the promotion that receives it first.

Know your market and your competitors. Early in my career, especially Med Device, I tried to emulate reps I knew that knew their competition’s products almost as well as their own.

I think you make a great point. My first Device job was J&J Ethicon Endo-Surgery. Are only competitor was US Surgical. We were required to know all their instruments as well as our Those who truly understand their competition will always be successful. David

Unfortunately every company treats SDRs a little bit differently. So there is no “sure thing” when it comes to getting promoted. Here are the most common factora that hold an SDR back from being promoted: -Not hitting quota -Large skill gap (no closing experience, little skill at navigating the tools the sales team uses) -Lack of an open AE role -Leadership that does not know how to develop SDRs into sellers, or does not have “the time” to do so