How To Hire The Right Bdrs And Set Them Up For Success

Published on September 3, 2023 by Sawyer Middeleer

How To Hire The Right Bdrs And Set Them Up For Success

In the high-stakes world of sales, the success of your business can often hinge on the capabilities and drive of your Business Development Representatives (BDRs). They are essential operatives on the frontline of your sales strategy, entrusted to not only qualify potential leads but also to make that critical first impression on prospective clients. Hiring the right BDRs and effectively setting them up for success is paramount for any sales-driven organization. Let's dive into a comprehensive guide for doing just that.

Understanding the Role of BDRs

Business Development Representatives are tasked with identifying, engaging, and qualifying leads that can then be handed off to the sales team. The right BDRs can uplift your sales team by filling the pipeline with high-quality prospects, thereby ensuring that your sales executives spend their time effectively, closing deals rather than chasing poor leads.

Key Qualities of Outstanding BDRs

When hiring BDRs, certain intrinsic qualities predict success in the role:

  • Excellent Communication: A BDR must communicate your company’s value proposition clearly and effectively.
  • Resilience: Prospecting involves a lot of rejection. The ideal BDR is one who can take a 'no' and turn it into motivation.
  • Eagerness to Learn: BDRs must continuously expand their understanding of your product and the marketplace.

Hiring the Right BDRs

To assemble a top-performing team of BDRs:

  1. Develop a Clear Job Description: Clearly outline requirements, expectations, and growth potential within the role.
  2. Focus on Attitude and Aptitude: Skills can be taught, but it's harder to train for the right attitude and the willingness to learn.
  3. Behavioral Interviewing: Ask candidates to describe how they have handled situations in the past to predict future behavior.
  4. Role-playing Scenarios: Conduct mock calls during interviews to see candidates in action.
  5. Cultural Fit: Ensure candidates align with your company’s core values for a cohesive team environment.

Setting BDRs Up for Success

Once you've hired your BDRs, the work of setting them up for success begins immediately.

Quality Onboarding and Training

Effective BDRs need comprehensive training that includes:

  • In-depth Product Knowledge: A deep understanding of product features, benefits, competitive differentiators, and customer success stories.
  • Sales Process and Tools Training: Proficiency in your CRM tools, sales cadence tools, and account research methods are necessary for efficiency.
  • Developing Soft Skills: Train BDRs in the arts of persuasion, handling objections, and nurturing a growth mindset.

Setting Clear Expectations and Goals

Establish clear, measurable objectives for your BDRs regarding lead qualification and the number of touchpoints required to nurture a lead through to a relevant conclusion. This not only provides them with clarity but also a target to strive for.

Continuous Learning and Coaching

Regular coaching and feedback are essential for BDR growth. Constructive criticism can significantly improve efforts and performance outcomes.

Mentorship and Shadowing Opportunities

Pair new BDRs with seasoned reps so they can learn by example and experience real-life scenarios firsthand.

Productive and Positive Work Environment

Cultivate a positive working environment that fosters collaboration rather than cut-throat competition. Recognize achievements and provide incentives that motivate all members of the team.

Technology and Tools

Equipping BDRs with top-tier sales enablement tools ensures they have everything they need to perform at the highest level. Platforms like Aomni can be particularly valuable by significantly reducing research time and arming BDRs with relevant insights, making them more strategic and successful in their outreach.

Career Development Pathways

Show BDRs a clear career trajectory within your organization. This can reduce turnover and motivate them to excel within their roles, knowing that their hard work will be rewarded in the long term.

Best Practices for Ongoing Development

The initial setup isn't enough. BDRs must be nurtured throughout their tenure to ensure a consistent level of success.

  • Continuous Training: Regular training sessions ensure BDRs stay up to date on best practices, industry changes, and product developments.
  • Regular Feedback Loops: A culture of open communications allows for continuous improvement and innovation.
  • Adjust Goals and Quotas as Needed: As your business grows and changes, so too might your BDRs' targets and expectations. Align these with overall company goals.
  • Invest in Professional Development: Encourage BDRs to pursue certifications or industry events, demonstrating investment in their professional growth.


Hiring the right BDRs and effectively setting them up for success is more about creating a process than a one-off event. Thoughtful hiring, coupled with a commitment to ongoing training and development, sets the stage for your BDRs to succeed, which in turn powers the success of your entire sales operation.

By providing your BDRs with a deep understanding of your products, the tools and training they need to succeed, ongoing coaching and feedback, and clear pathways for career development, you're not just investing in individual employees; you're investing in the very engine that drives your company's growth.

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