Sales Development Representative

Sales Development Representative (SDR) Scorecard About StemWave

StemWave is revolutionizing healthcare through cutting-edge technology that addresses chronic and acute pain. With a presence in nearly every state and hundreds of clinics benefiting from our solutions, we’re dedicated to empowering medical providers and enhancing patient outcomes. At StemWave, our success is fueled by innovation, a commitment to excellence, and a high-performing team. As an SDR, you’ll play a pivotal role in driving our mission forward by generating meaningful conversations with potential clients and expanding our impact.

Role Summary

The Sales Development Representative (SDR) will focus on outbound prospecting to generate qualified appointments and fuel StemWave’s sales pipeline. This role is critical to driving new business revenue and setting the stage for successful client acquisition. The SDR will leverage provided lead lists, outreach tools, and comprehensive training to engage with warm and cold prospects effectively.

Core Responsibilities

1. Outbound Prospecting

   :

• Execute 150 daily touchpoints (calls, emails, and texts) targeting warm and cold leads from a provided lead list.
• Schedule 40 qualified appointments per month with prospects.

1. Pipeline Management

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• Maintain accurate records in the CRM system, ensuring all leads are properly tracked and updated.
• Follow up consistently on previous outreach to maximize conversion rates.

1. Collaboration with Sales Team

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• Coordinate with closers and Account Executives to ensure smooth handoffs of scheduled appointments.
• Share insights from prospect interactions to refine messaging and improve team performance.

1. Team Engagement

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• Participate in daily morning huddles to review numbers, share wins, and discuss challenges.
• Submit end-of-day reports, detailing activities, results, and next steps.

1. Professional Development

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• Complete all training sessions to master outreach strategies, scripts, and objection handling.
• Actively seek feedback to continuously improve performance and skills.

Performance Metrics

1. Daily Activity

   :

• 150 outbound touchpoints (calls, emails, texts) completed daily.

1. Monthly Appointment Target

   :

• Schedule 40 qualified appointments per month.
• Achieve 30 held meetings per month (75% show rate).

1. Data Accuracy

   :

• Ensure all CRM records are updated with notes, next steps, and deal stages.

Behavioral Traits and Cultural Fit

At StemWave, we value the following traits in our SDRs:

1. Hunger for Success

   : A relentless drive to meet and exceed targets, with a strong work ethic to back it up.

2. Resilience

   : The ability to stay positive and persistent in the face of rejection or challenges.

3. Attention to Detail

   : Ensuring CRM accuracy and completing all tasks thoroughly.

4. Proactivity

   : Identifying and solving issues independently, with a focus on achieving results.

5. Adaptability

   : Flexibility to adjust strategies based on feedback and changing circumstances.

6. Integrity

   : Acting honestly and ensuring prospects are a good fit for what StemWave offers.

Training and Tools

SDRs at StemWave will have access to:

• Comprehensive training programs for scripts, objection handling, and CRM usage.
• A well-structured lead list to target warm and cold prospects.
• Outreach tools for email, texting, and calling to ensure efficiency and effectiveness.

Growth Path

StemWave provides a clear growth trajectory based on skill and performance:

1. SDR

   → BDR

   → BDR Hybrid AE

   → AE

   Advancement is not tied to time but to demonstrated ability and results.

Compensation Structure Base Salary Progression:

• Initial Base Salary

  : $45,000/year starting salary.

• Adjustments Based on Milestones

  :

1. At 100 Appointments Shown

   : Increase base salary by $2,500 (to $47,500/year).

2. At 200 Appointments Shown

   : Increase base salary by another $2,500 (to $50,000/year).

3. At 300 Appointments Shown

   : Final increase of $5,000 (to $55,000/year).

Bonus Structure:

• Meetings Held

  : $35 per meeting held (30 meetings held/month = $1,050/month or $12,600/year).

• Deals Closed

  : $75 per closed deal (5 deals/month = $375/month or $4,500/year).

Total On-Target Earnings (OTE):

• Year 1 (Progression Example)

  :

• Base Salary

  : $45,000 to $55,000, depending on milestones.

• Bonuses

  : $17,100 (if targets are consistently hit).

• Total OTE

  : $68,000 to $72,100, depending on performance and milestones reached

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