Nine essential traits of great SDRs

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Sales Development Representatives (SDRs) are crucial to any sales team. They are responsible for finding and qualifying leads and setting appointments. In addition, they help to identify prospects and initiate contact, setting the stage for the sales process.

I cannot overstate the importance of SDRs in sales. They act as the front line of a company’s sales efforts, representing the company and its products or services to potential customers. By engaging with leads and identifying their needs, SDRs help to ensure that the sales process is as efficient and effective as possible. 

In this blog, I will explore the key traits that make great SDRs and why these traits are essential for success in the role. I will also discuss the role that training and development plays in building these traits, and offer best practices for developing SDR skills.

1. Patience

Patience is crucial for SDRs and essential for building relationships with potential customers. SDRs need to be able to take the time to listen to their prospects’ needs and pain points and to understand the nuances of their business before making any recommendations or proposals. This requires significant patience and the ability to maintain a positive attitude and outlook, even in the face of rejection or setbacks. Patience can also pay off in the long run, as it can help SDRs to build trust with prospects and establish themselves as knowledgeable and credible resources. Ultimately, the ability to exercise patience can lead to increased sales and revenue for the company.

2. Curiosity

Curiosity enables SDRs to ask the right questions, understand the prospect’s pain points, and tailor their approach to meet the prospect’s specific needs. Curiosity also helps SDRs stay up-to-date on the latest industry trends and best practices and identify new opportunities for growth and development. By constantly seeking new information and perspectives, SDRs can better understand their prospects’ businesses, build stronger relationships, and drive more sales.

3. Resilience

Resilience enables SDRs to bounce back from rejection and setbacks. The sales process can be challenging and stressful, and SDRs must handle rejection and criticism without losing motivation or becoming discouraged. However, resilience also helps SDRs maintain a positive attitude and outlook, even in adversity. By demonstrating resilience, SDRs can build confidence, stay focused on their goals, and ultimately achieve greater success in their role.

4. Adaptability

Adaptability allows SDRs to adjust their approach as the market and the needs of their prospects change. The ability to quickly pivot and adapt to new circumstances can help SDRs to stay ahead of the competition and achieve their goals. Adaptability also requires a willingness to learn or unlearn behaviours and the ability to think creatively and outside the box. By demonstrating adaptability, SDRs can build trust with prospects, demonstrate their expertise, and drive more sales.

5. Proactiveness

Proactiveness enables SDRs to take the initiative and drive the sales process forward. SDRs must proactively identify new leads, reach out to prospects, and follow up on opportunities. This requires a sense of urgency and a willingness to take risks and try new approaches. Proactiveness also means taking responsibility for outcomes rather than relying on others to make things happen. By demonstrating proactiveness, SDRs can build trust and credibility with prospects, establish themselves as experts in their field, and ultimately achieve greater success in their role.

6. Strong communication skills 

Strong communication skills enable SDRs to effectively communicate with prospects and convey the value of their product or service. This requires listening actively, asking the right questions, and clearly articulating key benefits and features. SDRs must also establish rapport and build relationships with prospects, which requires excellent interpersonal skills. Strong communication skills also mean being able to handle objections and negotiate effectively, as well as follow up promptly and professionally. 

7. Tenacity

Tenacity is critical for SDRs, as they must be persistent and determined to generate new leads and close deals. This requires a willingness to go the extra mile and not give up easily, even in the face of rejection or obstacles. SDRs must overcome objections, push through resistance, and follow up consistently to keep the sales process moving forward. By demonstrating tenacity, SDRs can build a strong pipeline of leads, establish themselves as trusted advisors, and ultimately drive more sales for their organisation. 

8. Attention to detail

Attention to detail is crucial for SDRs as they are required to manage a lot of information and tasks daily. This requires high accuracy and precision in everything they do, from entering data into the CRM system to drafting emails and proposals. SDRs need to be able to spot errors and inconsistencies, follow processes and guidelines, and ensure that nothing falls through the cracks. Attention to detail can also help SDRs to identify opportunities and make informed decisions based on data and insights. By demonstrating a strong focus on detail, SDRs can improve efficiency and reduce errors.

9. Creativity 

Creativity is an essential trait for SDRs as they need to find innovative ways to stand out from the competition and capture the attention of potential clients. SDRs must craft compelling messages and pitches that resonate with their target audience and find creative solutions to overcome challenges and objections. By demonstrating creativity, SDRs can differentiate themselves, and build stronger relationships with prospects.

How training and development cultivates these traits

Investing in training and development is essential for building the key traits that make a great SDR. Companies that provide regular training and development opportunities for their SDRs are likelier to have successful sales teams, as they can equip their team with the skills and knowledge they need to perform their roles effectively.

Sales trainers and leaders can deliver training in various formats, including classroom-based sessions, online courses, workshops, and on-the-job coaching. By providing opportunities for SDRs to develop their skills, companies can help them become more patient, curious, resilient, adaptable, proactive, communicative, tenacious, detail-oriented, and creative.

Best practices for training and development for SDRs include:

  1. Providing regular feedback and coaching.
  2. Offering personalised development plans.
  3. Leveraging technology to enhance learning.
  4. Providing opportunities for hands-on experience.

Companies can also encourage SDRs to seek out their own development opportunities, such as attending industry events or networking with peers. By prioritising training and development, companies can build stronger SDR teams and create a culture of continuous improvement that benefits the entire organisation.


The role of an SDR is crucial in driving the success of any sales team. The key traits discussed in this blog are essential for any SDR to thrive in their role. In addition, these traits enable SDRs to navigate the constantly changing landscape of sales and provide an exceptional customer experience.

Developing these traits takes time and effort, but it is essential for any SDR looking to excel in their role. Therefore, companies must invest in training and development programs to build these traits in their SDRs. By doing so, they can increase the effectiveness of their sales team and drive business growth.

Elevate your sales teams performance with Resonate’s SDR services

Resonate offers SDR services to help you identify new leads, generate interest, and enable growth. Contact us to discuss how our SDR services can drive growth for your business.

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RK is the CEO & Co-Founder of Resonate.

RK is Resonate’s chief strategist, thought leader, and IT industry veteran. Our clients depend on RK to advise on their business strategy, channel strategy, and sales strategy. 

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