Groundwork for Success in Sales Development from Coursera

This is Course 1 in the Salesforce Sales Development Representative Professional Certificate. In order to successfully complete later courses, please ensure you have completed this course before moving on.

This course is here to introduce you to the key role of a Sales Development Representative at a tech company. We want you to develop a winning professional mindset powered by emotional literacy, strategic thinking, time management, and task prioritization. We’ll also focus on how you’ll be managing your physical, mental, emotional, and spiritual well-being in both your personal and professional life.

Course 1 in the Sales Development Representative (SDR) Professional Certificate will give you the necessary skills to launch a career in the non-technical side of the tech industry.

In this course you will learn to:

- Confidently articulate the purpose and power of the SDR role in the tech industry

- Effectively select strategies and tools for developing a winning professional mindset

- Justify strategies for time management and prioritization that yield results in your personal and professional life

- Compose plans for taking responsibility for your physical, mental, emotional, and spiritual well-being within personal and professional relationships

To be successful in this course, you should have:

- An ability to communicate in verbal and written form in a way that is accessible and understandable by a general audience (you don’t need to be formal or refined)

- Baseline computer literacy (you must be able to use a word processor, web search, and email)

- Familiarity with social media, including LinkedIn

- Ability and willingness to learn new technology tools

- Motivation to grow personally and professionally

- Hunger for feedback and coaching

What's inside

Syllabus

Break into the World of Tech Sales

Learn about the evolution of Software-as-a-Service, the purpose of Sales Development, and the daily workflow of a Sales Development Representative (SDR).

Adopt the Winning Professional Mindset

Discover key concepts to springboard your professional success, including growth mindset, grit, optimism, self-confidence, and feedback.

Crush Goals through Time Management and Prioritization

Master time management through goal setting, workflow strategies, the 80:20 principle, and much more!

Collaborate in a Top-Performing Team

Explore strategies for balancing collaboration and peak performance in both personal and professional contexts.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Teaches the core skills and responsibilities of a Sales Development Representative (SDR) at a tech company

Covers strategic thinking, time management and prioritization, task prioritization, and emotional literacy

Introduces key concepts for developing a winning professional mindset, including grit, optimism, self-confidence, and feedback

Reviews summary

Sales development knowledge boost

Learners say that Groundwork for Success in Sales Development is a highly beneficial course that covers essential sales development topics such as customer psychology and prospecting. The course is well-structured and provides real-world scenarios for practical application. It also focuses on self-improvement and encourages collaboration through discussion forums. Key course features include videos, articles, assignments, and quizzes. Overall, this course is highly recommended for those looking to excel in sales.

Fosters collaboration through discussion forums.

"Additionally, the course fosters collaboration through discussion forums, allowing participants to learn from each other's experiences."

Emphasizes self-improvement through growth mindset and self-reflection.

"One of its strengths is its focus on self-improvement."

"Through interactive exercises, learners can assess their skills and identify areas for growth."

Provides real-world scenarios and interactive exercises for practical application.

"The course also includes real-world scenarios, encouraging practical application of learned concepts."

"Through interactive exercises, learners can assess their skills and identify areas for growth."

Learners have reported technical issues with quizzes.

"I had technical issues with a quiz and had to do it 5 times"

Peer reviews can be flawed due to inaccurate assessments.

"Peer reviews are a very flawed grading method as a lot of people don't seem to read the instructions well and mark you down unnecessarily."

Some content is outdated, such as the video on tech sales job stability.

"Some videos are outdated like the one teaching that being an SDR in the Tech industry is a "stable" and "reliable" job. This is NOT the case after the mass-layoffs in Tech Sales roles at Salesforce and elsewhere in the past year."

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Groundwork for Success in Sales Development with these activities:

Volunteer at a Non-Profit Organization

Show steps

Engage in volunteer work to develop empathy, enhance your communication skills, and contribute to your community while gaining valuable experience applicable to sales.

Browse courses on Empathy

Show steps

Identify a non-profit organization that aligns with your interests.
Contact the organization and inquire about volunteer opportunities.
Attend volunteer events and actively participate in activities.

Develop a Personal Development Plan

Show steps

Create a tailored plan that outlines your personal and professional development goals, identifies areas for improvement, and provides strategies for achieving them.

Browse courses on Goal Setting

Show steps

Reflect on your strengths, weaknesses, and career aspirations.
Set specific, measurable, achievable, relevant, and time-bound goals.
Identify resources and support systems to assist in your development.

Follow a Sales Training Course or Online Tutorial

Show steps

Enroll in an online sales training course or tutorial to gain a comprehensive understanding of sales fundamentals, techniques, and tools.

Browse courses on Sales Techniques

Show steps

Research and select a sales training course or tutorial that meets your needs.
Follow the course content and complete the assignments.
Apply the knowledge and skills you learn to your sales practice.

Five other activities

Expand to see all activities and additional details

Show all eight activities

Review 'Mindset'

Show steps

Review the core concepts of growth mindset and grit to develop a strong foundation for fostering a positive sales mindset.

View Mindset - Updated Edition on Amazon

Show steps

Read the book, focusing on key concepts such as the power of belief, the importance of effort, and the role of challenges.
Take notes and highlight important passages for future reference.
Summarize the main takeaways from the book in your own words.

Record a Sales Pitch Video

Show steps

Craft and record a brief video showcasing your sales pitch to gain experience in presenting and communicating your value proposition effectively.

Show steps

Develop a sales pitch that highlights your key selling points.
Practice your pitch and time yourself.
Create a video using a camera or smartphone.

Role-play Sales Calls

Show steps

Engage in role-playing exercises to practice essential sales techniques, improve communication skills, and gain confidence in handling objections.

Browse courses on Sales Techniques

Show steps

Create a list of common sales objections and prepare responses.
Pair up with a classmate and take turns practicing different sales scenarios.
Provide feedback and constructive criticism to each other.

Participate in a Sales Competition or Hackathon

Show steps

Join a sales competition or hackathon to challenge yourself, showcase your skills, learn from others, and gain valuable experience in a competitive environment.

Browse courses on Sales Strategies

Show steps

Identify a sales competition or hackathon that aligns with your interests.
Form a team or participate individually.
Develop a sales strategy and prepare for the competition.

Attend a Sales Industry Conference

Show steps

Participate in industry conferences to stay updated on the latest trends, best practices, and network with professionals in the sales field.

Browse courses on Industry Trends

Show steps

Research industry conferences and identify those that align with your interests.
Register for the conference and attend relevant sessions.
Connect with other attendees, ask questions, and exchange ideas.

Career center

Learners who complete Groundwork for Success in Sales Development will develop knowledge and skills that may be useful to these careers:

Salesforce Developer

A Salesforce Developer is responsible for developing and customizing Salesforce CRM systems. This course can help you to develop the skills you need to succeed in this role by providing you with a deep understanding of Salesforce CRM, Apex programming language, and Visualforce. You will learn how to develop and customize Salesforce CRM, create Apex applications, and build Visualforce pages.

See salaries and explore the career path for Salesforce Developer

Salesforce Administrator

A Salesforce Administrator is responsible for managing and maintaining Salesforce CRM systems. This course can help you to develop the skills you need to succeed in this role by providing you with a deep understanding of Salesforce CRM, system administration, and data management. You will learn how to configure and customize Salesforce CRM, manage users and data, and troubleshoot system issues.

See salaries and explore the career path for Salesforce Administrator

Sales Manager

A Sales Manager is responsible for leading and motivating a team of salespeople to achieve sales goals. This course can help you to develop the skills you need to succeed in this role by providing you with a deep understanding of sales management, team leadership, and performance management. You will learn how to set sales targets, motivate your team, and close deals.

See salaries and explore the career path for Sales Manager

Account Executive

An Account Executive is responsible for managing relationships with existing customers and developing new business opportunities. This course can help you to develop the skills you need to succeed in this role by providing you with a deep understanding of the sales process, customer relationship management, and negotiation. You will learn how to build strong relationships with customers, identify their needs, and close deals.

See salaries and explore the career path for Account Executive

Sales Operations Manager

A Sales Operations Manager is responsible for planning and executing sales operations strategies. This course can help you to develop the skills you need to succeed in this role by providing you with a deep understanding of sales operations, process improvement, and technology. You will learn how to develop and implement sales operations strategies, improve sales processes, and select and implement sales technology.

See salaries and explore the career path for Sales Operations Manager

Business Development Manager

A Business Development Manager is responsible for identifying and developing new business opportunities. This course can help you to develop the skills you need to succeed in this role by providing you with a deep understanding of business development, market research, and sales. You will learn how to identify new business opportunities, develop business plans, and close deals.

See salaries and explore the career path for Business Development Manager

Customer Success Manager

A Customer Success Manager is responsible for ensuring that customers are satisfied with their products or services. This course can help you to develop the skills you need to succeed in this role by providing you with a deep understanding of customer relationship management, customer service, and problem-solving. You will learn how to build strong relationships with customers, identify their needs, and resolve their issues.

See salaries and explore the career path for Customer Success Manager

Business Analyst

A Business Analyst plays a vital role in helping organizations improve their business processes and make better decisions. This course can provide you with the skills you need to succeed in this role by developing your analytical, problem-solving, and communication skills. You will learn how to gather and analyze data, identify problems, and develop solutions that can improve the efficiency and effectiveness of an organization.

See salaries and explore the career path for Business Analyst

Data Analyst

A Data Analyst is responsible for collecting, analyzing, and interpreting data to identify trends and patterns. This course can help you to develop the skills you need to succeed in this role by providing you with a deep understanding of data analysis, data visualization, and statistical modeling. You will learn how to collect and clean data, analyze data using a variety of statistical techniques, and communicate your findings to stakeholders.

See salaries and explore the career path for Data Analyst

Project Manager

A Project Manager is responsible for planning, executing, and closing projects. This course can help you to develop the skills you need to succeed in this role by providing you with a deep understanding of project management, team leadership, and risk management. You will learn how to develop project plans, manage project teams, and close projects on time and within budget.

See salaries and explore the career path for Project Manager

Consultant

A Consultant provides expert advice and guidance to organizations on a variety of business issues. This course can help you to develop the skills you need to succeed in this role by providing you with a deep understanding of business analysis, problem-solving, and communication. You will learn how to identify problems, develop solutions, and communicate your findings to clients.

See salaries and explore the career path for Consultant

Marketing Manager

A Marketing Manager is responsible for planning and executing marketing campaigns that promote products or services. This course can help you to develop the skills you need to succeed in this role by providing you with a deep understanding of marketing principles, market research, and campaign management. You will learn how to develop and implement marketing strategies that can reach your target audience and achieve your business goals.

See salaries and explore the career path for Marketing Manager

Product Manager

A Product Manager is responsible for managing the development and launch of new products or services. This course can help you to develop the skills you need to succeed in this role by providing you with a deep understanding of product development, market research, and customer feedback. You will learn how to identify product opportunities, develop product roadmaps, and launch products that meet the needs of your customers.

See salaries and explore the career path for Product Manager

UX Designer

A UX Designer is responsible for designing the user experience of websites, apps, and other digital products. This course can help you to develop the skills you need to succeed in this role by providing you with a deep understanding of UX design, user research, and prototyping. You will learn how to design user interfaces that are easy to use, visually appealing, and engaging.

See salaries and explore the career path for UX Designer

Technical Writer

A Technical Writer is responsible for creating technical documentation, such as user manuals, white papers, and training materials. This course can help you to develop the skills you need to succeed in this role by providing you with a deep understanding of technical writing, documentation standards, and communication. You will learn how to write clear and concise technical documentation that meets the needs of your audience.

See salaries and explore the career path for Technical Writer