Did you know that tech companies are actively recruiting veterans to join their workforce? In fact, the tech industry has looked to the military as a reliable source of talent for some time. It is without doubt that serving in the military is no easy feat. It requires grit, self-discipline, adaptability, organization, the ability to work under pressure, and more! In the eyes of a hiring manager, these are all desirable traits for an employee to have - particularly on a sales team.
In this post, we’ll take a look at the role of the Sales Development Representative (SDR) and why veterans make a good match.
It’s no surprise that a job in sales isn’t for the faint of heart. It takes a lot of work, resilience and perseverance to achieve just one sale. And while SDRs aren’t quota-carrying players on the team (meaning they don’t close the sale), the same can be said about their role. After all, they’re the ones sifting through all the leads - the good and the bad - trying to find a few gems that can be passed on to their Account Executives.
This is one of the biggest reasons why veterans make great SDRs - servicemen and women possess the grit and self-discipline it takes to keep making the next calls and sending the next email. And keep in mind, it takes many calls per prospect just to find one quality lead that can be moved along the sales pipeline.
You may know by now that sales is less about pushing your agenda and more about how your products and services can solve your potential buyer’s problem (and if not, you should read about it here). As an SDR, this means being able to adapt to the unique needs of potential buyers.
This is another box that veterans can check off. Serving in the military requires a strong ability to adjust and adapt to any environment or situation, whatever and whenever it may be. It also means they have the capacity to be flexible and think on their feet. These are important qualities when it comes to tailoring a sales approach for each lead.
There’s a lot that goes on in the day of an SDR. Beyond research and outreach, they have to keep track of all the different leads, knowing precisely where each of them are in the pipeline, following up at precisely the right times, and qualifying each of them before moving them on to the next stage of the sales process.
It requires not only superior time management and organization, but also the ability to work effectively under pressure. It goes without saying veterans have a demonstrated ability to work well under extreme pressure and this will serve them well not only as an SDR, but in the tech sales industry as a whole.
These are a few of the reasons why veterans make good SDRs and why tech companies are actively recruiting veterans in general, providing programs and resources to help them transition into the industry.