Sales / Business Development

Sales Development Representative


A sales development representative is responsible for identifying potential clients, contacting them, and scheduling meetings for sales teams. They research potential customers, provide information about the company’s products or services, and build relationships with clients.

The responsibilities of an SDR include identifying potential customers through various channels, such as social media, email campaigns, and targeted outreach, and engaging with them to gather information about their needs and interests. SDRs must also be able to effectively communicate the value of a company’s products or services and set up appointments or demonstrations for the sales team.

Common tasks 

    TaskRelated trait(s)
    Reaching out to potential customers using tools such as social media digital campaigns or outbound calls Understanding customers and others Creativity and problem solving Curiosity
    Identifying and qualifying leads Math ability Understanding customers and others Creativity and problem solving Curiosity
    Scheduling appointments or demos for sales representatives  Effective listening 
    Collaborating with sales and marketing teams Effective listening  Teamplayer Helping Others Teamplayer Respect for rules  Amiability
    Keeping records of interactions with customers Making plans paying attention to details
    Complying with company guidelines Integrity

    Soft skills measured by TraitForward

    TraitNo of QuestionsCronbach’s  alpha (α)
    Math ability70.74
    Do they have math abilities?
    Social confidence40.72
    Are they able to express themselves in social situations?
    Effective listening80.71
    Do they understand others?
    Are they moral, honest, do they follow the rules?
    Understanding customers and others60.70
    Do they understand the emotions of others?
    Achievement striving60.74
    Are they motivated to make their work stand out?
    Making plans paying attention to details80.77
    Do they have a desirable work ethic?
    Creativity and problem solving80.77
    Are they creative problem solvers?
    Persuasive communication110.84
    Do they express themselves effectively?
    Teamplayer Helping Others60.75
    Do they like helping others?
    Teamplayer Respect for rules90.74
    Do they follow rules?
    Teamplayer Positive group practices110.78
    Do they like being included in a group?
    Do they want to understand?
    Are they calm? Do they respect others?
    *Cronbach’s alpha coefficient (α) determines the extent to which the questions consistently measure each trait and it is expressed as a number ranging between 0 and 1 . Higher values indicate higher agreement between questions.  A value of α equal to greater than .7 indicates acceptable reliability or internal consistency.  For more information on the psychometric properties of the solution, please click here.

    Did you Know?

    Source: US Department of Labor – Bureau of Labor Statistics

    Median wage: 

    $51,504 / per year

    $25 / hour

    The median annual wage for this profession is $51,504. Nonetheless several professionals may not be paid in that rate. A relatively low salary the 10th percentile of the annual wage is $34,000 whilst a relatively high salary, the 90th percentile of the annual wage is $77,000.

    Entry Education level:

    To become an SDR, one typically needs to have a high school diploma or equivalent, although some employers may prefer candidates with a degree in marketing, business, or a related field. SDRs must have excellent communication and interpersonal skills to build relationships with potential customers and understand their needs. They must also be highly organized and detail-oriented to manage and track leads effectively. Finally, SDRs must be self-motivated and able to work independently as well as part of a team.

    Find out the psychometric properties for the Sales Development Representative Traitforward questionnaire