What does it take to Transition from BDR or SDR to AE?

It’s a dream for every BDR or SDR to become Account Executive, isn’t it?

Moving from a Sales Development Representative (SDR) or Business Development Representative (BDR) role to an Account Executive (AE) role can be a natural progression for those looking to advance in a sales career.

Here are some of the steps I took to transition from an SDR to an Account Partner role:

• Understand the role of an Account Executive

Account Executives are responsible for managing the entire sales process from start to finish. AE’s build, nurture and maintain relationships with potential clients, manage healthy sales pipelines, prepare contracts, negotiate deals, and close sales.

Understanding the responsibility of the AE will help you identify the skills and experience you need to develop.

How did I do it?

1.????Connected with Account Executives at my firm

2.????Interviews of Account Executives on YouTube

3.????Got connected with AE at different other firms and understood how they migrated from an SDR or BDR to an AE role

• Develop your sales skills

As AE’s are responsible for managing the whole sales cycle, it is essential to have strong sales skills like communication, prospecting, negotiating, and closing skills.

How did I do it?

1.????Look for opportunities to develop these skills, such as training programs – I attended several training programs online and offline

2.????Mentorship from experienced sales leaders or AEs – I connected with many AEs from different fields and clarified my doubts about the required skills

• Take Initiative

Until you differentiate yourself from the rest of the crowd, nobody will notice you. To stand out from other SDRs, take initiative and show that you are ready to take on more responsibility.

Look for opportunities to take on more challenging tasks, such as managing a small sales project or helping with a proposal or a client presentation.

How did I do it?

1.????Helped my sales leader to draft a detailed sales presentation

2.????Worked on small and medium size deals from start to finish to get the experience of the whole sales process

3.????Attended negotiation rounds with my sales leaders

• Build relationships

Building a strong relationship and becoming a trusted advisor to the client is a crucial part of the AE role. Use your SDR role to develop relationships with prospects and learn more about their needs and pain points.

How did I do it?

1.????Visited clients along with AEs

2.????Connected with them on LinkedIn and showed real interest in understanding their challenges and pain points

3.????Pass on the relevant and useful reference materials

• Demonstrate Results

As an SDR, you should be measured on your ability to set up meetings and generate qualified leads. Make sure you are consistently hitting your targets and provide evidence of your success to your superiors.

How did I do it?

1.????Divided my yearly goals into monthly and weekly goals

2.????Actively measured my performance week on week

3.????Defined certain KPIs like Qualified leads per week, Demos set up per week, No of deals progressed from demo to proposal, etc.

• Network with AEs

Networking with AEs within your company can help you learn more about the role and identify any gaps in your skills and experience. This can help you identify potential job opportunities and get recommendations from people who know you well.

Remember that the transition from an SDR to an AE role takes time, patience and effort. Be patient, work hard, and continue to develop your skills and experience, and you will be on your way to a successful career in sales.