Junior Sales Development Representative

Role Purpose & Context

Role Summary

The Junior Sales Development Representative is here to kickstart our sales pipeline, finding and qualifying new business opportunities that our Territory Sales Managers can then turn into deals. You'll be the voice of our company for many potential clients, making sure we're talking to the right people about the right problems. You're essentially the gatekeeper, ensuring our sales team spends their time on prospects who genuinely need what we offer. When you do this well, our sales pipeline stays full of promising leads, meaning more closed deals and happier customers. If it's not done properly, our sales team wastes time chasing dead ends, and we miss out on real opportunities. The challenge here is cutting through the noise and getting busy people to listen, but the reward is seeing your qualified leads turn into significant revenue for the business.

Reporting Structure

• Reports to: Sales Development Manager
• Direct reports:
• Matrix relationships: Sales Associate, Business Development Representative (BDR), Lead Generation Specialist, Entry-Level Sales Executive,

Key Stakeholders

Internal:

• Territory Sales Managers (your internal 'clients')
• Sales Operations (for CRM support and data)
• Marketing Team (for lead quality and campaign feedback)
• Product Team (to understand what we're selling)

External:

• Prospective Clients (your daily contacts)
• Industry Event Organisers (for networking opportunities)

Organisational Impact

Scope: Your role directly impacts the health of our sales pipeline. A strong, consistent flow of qualified leads means our Territory Sales Managers can focus on closing, which in turn drives our overall revenue growth. You're essentially the engine that keeps the sales machine moving, ensuring we're always engaging with new potential customers.

Performance Metrics

Quantitative Metrics

1. Metric: Qualified Meetings Booked
2. Desc: The number of meetings you successfully schedule for Territory Sales Managers with genuinely qualified prospects.
3. Target: 10-15 meetings per month
4. Freq: Weekly and Monthly
5. Example: You book 12 meetings in October, with 10 of them being accepted and attended by a Territory Sales Manager.
6. Metric: Pipeline Contribution
7. Desc: The total estimated value of new opportunities generated from your booked meetings that progress to a certain stage (e.g., Stage 2 or 3 in the CRM).
8. Target: £150K - £250K in new pipeline per quarter
9. Freq: Quarterly
10. Example: Your leads result in £200K of new pipeline value in Q1, with 5 deals moving past the initial discovery stage.
11. Metric: Activity Volume
12. Desc: The number of outbound activities you complete, including calls, emails, and LinkedIn messages.
13. Target: 80-100 activities per day (mix of calls/emails)
14. Freq: Daily and Weekly
15. Example: You make 45 calls, send 50 emails, and 10 LinkedIn messages in a day, hitting the top end of your activity target.
16. Metric: Conversion Rate (SDR to AE Meeting)
17. Desc: The percentage of your outreach efforts that result in a booked and attended meeting for a Territory Sales Manager.
18. Target: 2-3% of total activities
19. Freq: Monthly
20. Example: Out of 2,000 activities in a month, you book 40 meetings, and 30 are attended, giving you a 1.5% attended meeting conversion rate. We'd then look at improving that.

Qualitative Metrics

1. Metric: Discovery Call Quality
2. Desc: How well you uncover a prospect's pain points, budget, authority, and timeline (BANT) during initial conversations, and how effectively you articulate our value proposition.
3. Evidence: Your Sales Development Manager will listen to recorded calls and provide feedback. We'll look for clear, open-ended questions, active listening, and a natural flow to the conversation. You'll also be able to summarise a prospect's needs accurately in your CRM notes.
4. Metric: CRM Hygiene & Data Accuracy
5. Desc: The completeness and accuracy of the information you log in Salesforce for each prospect and activity.
6. Evidence: Your manager will regularly review your CRM entries. We'll expect all required fields to be filled, clear notes on conversations, accurate contact information, and correct lead statuses. Clean data is crucial for everyone else down the line.
7. Metric: Collaboration with Territory Sales Managers
8. Desc: How effectively you work with the Territory Sales Managers to understand their needs and tailor your prospecting efforts.
9. Evidence: Feedback from the AEs you support – they'll tell us if the leads are well-qualified and if you're easy to work with. We'll also look for proactive communication from you, like sharing insights you've gathered on specific accounts.
10. Metric: Learning & Development Engagement
11. Desc: Your proactive engagement with training materials, coaching sessions, and self-improvement initiatives.
12. Evidence: You'll be asking questions, participating actively in team training, and showing measurable improvement based on feedback. We expect you to seek out new ways to improve your craft, not just wait to be told.

Primary Traits

• Trait: Resilient (Grit)
• Manifestation: Honestly, you'll hear 'no' a lot more than 'yes' in this role. Resilience means you can get hung up on, have an email ignored, or get a flat 'not interested' and still pick up the phone for the next call with the same energy. You see each rejection as just one step closer to finding the right person, not a personal failure. You'll stick with a prospect through multiple follow-ups, even when they're slow to respond.
• Benefit: Sales is a tough game, especially at the front end. If you let every 'no' get to you, you'll quickly burn out and miss your targets. We need people who can keep their spirits up, learn from what didn't work, and keep pushing. Your ability to bounce back directly impacts how much pipeline we generate.
• Trait: Empathetic (Insightful)
• Manifestation: When you're on a call, you're not just rattling off a script. You're genuinely listening to what the prospect is saying—and what they're not saying. You ask smart 'why' questions to really get to the heart of their challenges. You can put yourself in their shoes and understand their world, so you can explain how we might actually help them, rather than just talking about our product. You'll be able to summarise their problem back to them in a way that makes them think, 'Yes, exactly!'
• Benefit: People buy from people they trust and who understand their problems. If you can't empathise, you'll sound like every other salesperson, and you won't get past the initial gatekeeper. Building that early rapport and uncovering real pain points is critical for qualifying a lead properly and setting up the Territory Sales Manager for a successful conversation.
• Trait: Articulate (Clear & Concise)
• Manifestation: You can explain who we are and what we do in a crisp 30-second opener on a cold call that actually grabs attention. Your emails are clear, to the point, and don't waffle, making it easy for a busy executive to understand the value and respond. When you're talking to a prospect, you cut through the jargon and get straight to how we can help them, without overcomplicating things. You'll be able to summarise a complex solution in simple terms.
• Benefit: Decision-makers are short on time and attention. If you can't communicate clearly and concisely, you'll lose them. Your ability to distill our value into a compelling, easy-to-understand message is what gets you that meeting. It builds credibility and shows you respect their time, which is huge in sales.

Supporting Traits

• Trait: Insatiably Curious
• Desc: You're genuinely interested in how different businesses work, what their challenges are, and how they make money. You'll do your homework before a call, not just to tick a box, but because you want to understand their world. You’ll ask probing questions because you actually want to learn, not just to qualify.
• Trait: Highly Organised
• Desc: You'll manage your calendar, follow-up tasks, and CRM records meticulously without needing a manager to constantly check in. You know exactly who you need to call next, when, and why. Messy data means missed opportunities, so keeping things tidy is second nature to you.
• Trait: Competitive
• Desc: You have a strong desire to win, whether it's hitting your daily call target, booking more meetings than your peers, or simply outperforming your own previous best. This isn't about being cut-throat, but about pushing yourself to achieve more and celebrating successes.
• Trait: Coachable
• Desc: You actively seek feedback, listen to it without getting defensive, and genuinely try to implement suggestions immediately. You understand that coaching is there to help you improve, not criticise. You're keen to learn from your manager and more experienced colleagues.

Primary Motivators

1. Motivator: The Thrill of the Chase
2. Daily: You love the feeling of uncovering a new potential client, making a connection, and getting them interested. The challenge of turning a cold lead into a warm conversation gets you out of bed.
3. Motivator: Learning & Growth
4. Daily: You're constantly looking for ways to improve your sales craft, whether it's through listening to call recordings, reading sales books, or asking your manager for feedback. You see every interaction as a chance to get better.
5. Motivator: Direct Impact & Recognition
6. Daily: You get a real buzz from seeing your qualified leads turn into actual sales for the company. You appreciate being recognised for your contribution to the team's overall success.

Potential Demotivators

Honestly, this role isn't for everyone. You'll spend a lot of your day on the phone or sending emails, often to people who aren't keen to talk. You'll get rejected, ignored, and sometimes even spoken to rudely. The 'urgent' request from a Territory Sales Manager might get deprioritised by their own workload. You'll put effort into researching a company, only for the prospect to go completely dark. If you need constant positive reinforcement or struggle with repetitive tasks, you'll find it tough here.

Common Frustrations

1. CRM Hygiene Hell: Spending 3-5 hours a week just updating Salesforce fields, notes, and stages to satisfy management's reporting demands, rather than selling.
2. Marketing 'Leads': Wasting time chasing a list of 'MQLs' who just downloaded a whitepaper and have no budget, authority, or real intent to buy.
3. Resource Scarcity: Fighting for the time of a limited pool of Sales Engineers (SEs) or Solutions Consultants (SCs) to get a compelling demo for your deal.
4. Going Dark: When a previously engaged prospect suddenly stops responding to emails and calls, leaving you in limbo.

What Role Doesn't Offer

1. Immediate high-level strategic decision-making – that comes later.
2. A quiet, solitary work environment; it's a buzzing, active team.
3. Guaranteed closure on every lead you generate; many won't progress.
4. A role where you only deal with warm, inbound enquiries – outbound is key here.

ADHD Positives

1. The fast-paced nature of outbound sales, with constant new interactions and the 'chase' of new leads, can be highly engaging and stimulating.
2. The clear, measurable targets (calls, emails, meetings booked) can provide a strong sense of accomplishment and immediate feedback loops.
3. The variety of tasks—researching, calling, emailing, social selling—can prevent boredom and allow for shifting focus.

ADHD Challenges and Accommodations

1. Maintaining focus during repetitive tasks like data entry or extensive CRM updates can be a challenge. We can offer tools for automation where possible and encourage breaking up these tasks.
2. Managing a large volume of follow-ups and keeping track of multiple conversations might require robust organisational systems. We'll help you set up and use CRM reminders and task management tools effectively.
3. Impulsivity during calls might lead to talking too much or not listening enough. We'll provide targeted coaching on active listening and call structure.

Dyslexia Positives

1. Strong verbal communication skills often found in dyslexic individuals are a massive asset in sales calls and building rapport.
2. The ability to think creatively and 'outside the box' can help in crafting unique outreach messages and overcoming objections.
3. Focus on big-picture understanding and problem-solving, rather than getting bogged down in minute textual details, can be very beneficial.

Dyslexia Challenges and Accommodations

1. Extensive written communication (emails, CRM notes) can be tiring. We encourage the use of grammar and spell-checking tools, and offer templates for common communications.
2. Reading and processing large amounts of text-based research or product documentation might take longer. We can provide audio summaries or visual aids where available.
3. Ensuring accuracy in CRM data entry can be tricky. We'll offer double-checking processes and peer review for critical information.

Autism Positives

1. A strong ability to focus on specific tasks, like in-depth account research or mastering a particular sales script, can lead to high performance.
2. Honesty and directness can be refreshing in sales, building trust with prospects who appreciate clear communication.
3. The logical and systematic approach to following a sales process or sequence can be a strength.

Autism Challenges and Accommodations

1. Navigating nuanced social cues and unexpected turns in conversation on calls might be challenging. We provide structured call guides, role-playing, and clear feedback on communication styles.
2. The constant need for impromptu social interaction and small talk can be draining. We can schedule 'focus time' for non-call activities and provide quiet spaces.
3. Dealing with rejection or unexpected changes in prospect behaviour can be difficult. We'll offer clear strategies for managing these situations and consistent support.

Key Responsibilities

Experience Levels Responsibilities

1. Level: Entry Level (Junior Sales Development Representative)
2. Responsibilities: Research potential client companies and contacts within your assigned territory. This means digging into LinkedIn, company websites, and news articles to find out who we should be talking to and what might be important to them.
3. Learn and apply our outbound prospecting strategies. You'll be taught how to craft compelling cold emails, LinkedIn messages, and call scripts that actually get responses – and then you'll put them into practice.
4. Execute daily outbound activities: making a high volume of cold calls, sending personalised emails, and reaching out on social media to generate interest. Yes, it's a numbers game, but quality matters too.
5. Qualify inbound leads that come from marketing campaigns. This involves speaking to people who've shown some interest and figuring out if they're a good fit for our product and if they're ready to speak to a Territory Sales Manager.
6. Book discovery meetings for our Territory Sales Managers. Your main goal here is to get a qualified prospect to agree to a follow-up conversation with a more senior salesperson.
7. Document all your activities and prospect interactions accurately in Salesforce (our CRM). This isn't just admin; it's crucial for tracking progress, understanding what works, and ensuring smooth handovers to the sales team.
8. Assist the Territory Sales Managers with pre-call research and account mapping for their key target accounts. You'll be their eyes and ears, helping them prepare for important client conversations.
9. Supervision: You'll have daily check-ins with your Sales Development Manager. All your call scripts, email templates, and lead qualification summaries will be reviewed. We're here to guide you every step of the way, especially in your first few months.
10. Decision: You won't be making independent strategic decisions. Any changes to outreach strategy, significant prospect objections, or pricing questions should be escalated to your Sales Development Manager. Your focus is on executing the agreed-upon process and learning. You can decide which specific prospects to target within your assigned list, but the overall approach will be set by your manager.
11. Success: Success at this level means consistently hitting your targets for booked and attended qualified meetings, maintaining excellent CRM hygiene, and actively seeking and applying feedback to improve your craft. We want to see you develop a strong understanding of our product and our ideal customer profile.

Decision-Making Authority

• Type: Lead Qualification Criteria
• Entry: Follows established BANT (Budget, Authority, Need, Timeline) criteria strictly. Escalates any ambiguity to manager.
• Mid: Applies BANT with some discretion, identifies nuanced qualification signals. Consults manager on complex cases.
• Senior: Defines and refines BANT criteria based on market feedback. Coaches junior reps on advanced qualification.
• Type: Outreach Messaging & Strategy
• Entry: Uses approved templates and scripts. Personalises within defined parameters. Seeks manager approval for new approaches.
• Mid: Adapts templates and creates new messages based on prospect research. A/B tests approaches with manager oversight.
• Senior: Designs and implements new outreach sequences. Coaches team on effective messaging. Influences overall SDR strategy.
• Type: Time Management & Prioritisation
• Entry: Follows daily activity targets set by manager. Prioritises tasks based on immediate guidance.
• Mid: Manages own daily schedule to hit targets. Prioritises based on understanding of pipeline impact.
• Senior: Optimises team's time management strategies. Balances individual targets with team support and coaching.

Competency Requirements

Foundation Skills (Transferable)

These are the core human skills that underpin everything you'll do. They're not just 'nice-to-haves'; they're essential for building relationships and navigating the daily challenges of sales.

• Category: Communication & Rapport Building
• Skills: Active Listening: Genuinely hearing and understanding what prospects say, rather than just waiting to speak. This means asking clarifying questions and reflecting back their points.
• Clear Verbal Communication: Articulating our value proposition and asking questions in a concise, easy-to-understand way, especially over the phone or video.
• Professional Written Communication: Crafting clear, grammatically correct, and persuasive emails and LinkedIn messages that get responses, not ignored.
• Rapport Building: Quickly establishing trust and a positive connection with new people, even in cold outreach scenarios.
• Category: Problem-Solving & Adaptability
• Skills: Objection Handling (Basic): Learning to recognise common sales objections and applying standard, rehearsed responses to move the conversation forward.
• Information Gathering: Asking effective questions to uncover a prospect's needs, challenges, and motivations during initial conversations.
• Feedback Integration: Actively seeking and applying feedback from your manager and peers to improve your performance and approach.
• Prioritisation: Managing your daily tasks and activities to focus on the most impactful actions that will lead to booked meetings.
• Category: Initiative & Learning Agility
• Skills: Proactive Learning: Taking ownership of your own development, reading up on industry trends, and continuously improving your sales skills.
• Self-Motivation: Maintaining a high level of energy and drive, even when faced with rejection or repetitive tasks.
• Time Management: Organising your day effectively to balance research, outreach, and administrative tasks to hit your targets.

Functional Skills (Role-Specific Technical)

These are the specific sales methodologies and tools you'll be using day-to-day. You don't need to be an expert coming in, but a willingness to learn and apply them is crucial.

Technical Competencies

• Skill: Territory Planning & Mapping (Basic)
• Desc: Understanding how to analyse a defined geographic or vertical territory, identifying key accounts, and understanding the basic approach to segmenting them. You'll learn how to identify potential target companies and contacts within your assigned patch.
• Level: Basic
• Skill: MEDDPICC Qualification (Basic)
• Desc: Learning the fundamentals of the MEDDPICC framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identified Pain, Champion, Competition) to qualify leads effectively. You'll be able to ask questions that help uncover these elements.
• Level: Basic
• Skill: The Challenger Sale Methodology (Awareness)
• Desc: An understanding of the core principles of The Challenger Sale – teaching, tailoring, and taking control – and how to apply these in initial conversations to provide value to prospects.
• Level: Basic
• Skill: Pipeline Management (Basic)
• Desc: Understanding the different stages of a sales pipeline and how your role contributes to moving opportunities through those stages. You'll learn how to accurately update CRM records to reflect progress.
• Level: Basic
• Skill: Value-Based Selling (Basic)
• Desc: Learning to articulate the potential business value and return on investment (ROI) our solutions offer, rather than just focusing on features. This helps you position conversations around prospect needs.
• Level: Basic

Digital Tools

• Tool: Salesforce (Sales Cloud)
• Level: Intermediate
• Usage: Managing your own lead list, logging all activities (calls, emails), updating prospect statuses, and running basic reports on your performance. You'll live in Salesforce.
• Tool: LinkedIn Sales Navigator
• Level: Intermediate
• Usage: Building targeted lead lists, researching individual prospects and companies, and sending personalised InMail messages.
• Tool: Outreach / Salesloft (or similar Sales Engagement Platform)
• Level: Intermediate
• Usage: Executing pre-built email and call sequences, personalising templates, and managing your daily tasks for follow-up and outreach.
• Tool: Gong / Chorus.ai (Conversation Intelligence)
• Level: Basic
• Usage: Reviewing your own recorded calls for self-coaching, identifying key customer questions, and pulling out insights to share with your manager.
• Tool: Microsoft Office Suite (Excel, PowerPoint)
• Level: Intermediate
• Usage: Managing simple territory spreadsheets, tracking personal activity metrics, and occasionally helping to build basic client-facing slides.

Industry Knowledge

• Area: Our Product & Services
• Desc: A fundamental understanding of what we sell, the problems it solves, and who our ideal customer is. You'll need to articulate this clearly to prospects.
• Area: Target Market & Buyer Personas
• Desc: Knowing which types of companies and individuals we typically sell to, their common challenges, and how they make purchasing decisions.
• Area: Sales Process Fundamentals
• Desc: Understanding the basic steps of our sales cycle, from lead generation through to closing, and where your role fits in.

Regulatory Compliance Regulations

• Reg: GDPR (General Data Protection Regulation)
• Usage: Understanding the basics of data privacy, especially concerning collecting and processing personal data for prospecting. You'll know what information you can and cannot store and how to handle consent for communications.
• Reg: PEC (Privacy and Electronic Communications) Regulations
• Usage: Awareness of rules around electronic marketing communications (emails, calls) to ensure you're compliant when reaching out to prospects, particularly regarding opt-out rights and unsolicited communications.

Essential Prerequisites

• Some prior experience in a customer-facing role (e.g., retail, hospitality, customer service) where you've had to persuade or influence people.
• A demonstrable interest in a sales career and a basic understanding of what sales involves.
• Excellent verbal and written communication skills in English, with a professional phone manner.
• A strong work ethic and a desire to learn and improve constantly.
• Basic proficiency with common computer applications (email, web browsing, spreadsheets).

Career Pathway Context

These prerequisites are what we'd expect someone to bring to the table to be successful in an entry-level sales role. They form the bedrock upon which we'll build your specialised sales skills. If you've got these, we can teach you the rest.

Qualifications & Credentials

Emerging Foundation Skills

• Skill: AI-Powered Personalisation & Outreach
• Why: Our competitors are already using AI to craft highly personalised emails and identify ideal customer profiles in minutes. Reps who master this will significantly outproduce those who rely solely on manual methods. It's about working smarter, not just harder.
• Concepts: [{'concept_name': 'Generative AI for Copywriting', 'description': 'Using tools like ChatGPT or specific sales AI platforms to draft compelling email subject lines, body copy, and social media messages tailored to individual prospects.'}, {'concept_name': 'AI-Driven Prospect Scoring', 'description': 'Understanding how AI can help identify which leads are most likely to convert based on historical data and engagement patterns, helping you prioritise your efforts.'}, {'concept_name': 'Automated Research Summaries', 'description': 'Using AI to quickly digest company news, earnings reports, and LinkedIn profiles to create concise pre-call briefs, giving you an edge in discovery.'}, {'concept_name': 'Prompt Engineering (Basic)', 'description': 'Learning how to write effective prompts to get the best output from AI tools for sales tasks, such as generating specific email variations or summarising research.'}]
• Prepare: This month: Start experimenting with ChatGPT or Claude to draft variations of your cold emails and LinkedIn messages. See how it changes your response rates.
• Next month: Explore how our CRM (Salesforce) integrates with any AI tools we have for lead scoring or activity logging. Understand the data inputs.
• Month 3: Watch webinars or read articles on 'AI in Sales Development' to understand best practices and new tools emerging in the market.
• Month 4: Try to build a simple 'AI-assisted' pre-call briefing document for one of your target accounts, pulling info from various sources and using AI to summarise.
• QuickWin: Start using AI tools to brainstorm different angles for your cold outreach. It's a low-risk way to see what works and improve your messaging without a huge time investment.

Advancing Technical Skills

• Skill: Advanced CRM Reporting & Dashboards
• Why: As you take on more responsibility, you'll need to not just use the CRM, but understand how to pull meaningful insights from it. This means building custom reports to track your own performance trends and identify areas for improvement, rather than just relying on standard dashboards.
• Concepts: [{'concept_name': 'Custom Report Types', 'description': 'Understanding how to create specific report types in Salesforce to track unique metrics relevant to your performance or territory.'}, {'concept_name': 'Dashboard Visualisation', 'description': 'Learning to build and customise dashboards that clearly display your key performance indicators (KPIs) and help you quickly identify trends or issues.'}, {'concept_name': 'Data Filtering & Grouping', 'description': 'Mastering advanced filtering and grouping techniques in CRM reports to segment your data and gain deeper insights into your outreach effectiveness.'}]
• Prepare: This month: Ask your Sales Operations team for a quick tutorial on building basic custom reports in Salesforce.
• Next month: Try to build one custom report that helps you track a specific aspect of your performance (e.g., 'Meetings Booked by Industry').
• Month 3: Experiment with building a simple personal dashboard that consolidates your key metrics.
• Month 4: Present one of your custom reports or dashboards to your manager during a 1:1, explaining what insights you've gained.
• QuickWin: Start by simply duplicating an existing report in Salesforce and playing around with the filters to see how the data changes. You can't break anything!

Education Requirements

Experience Requirements

Level: Minimum | Req: A-Levels (or equivalent Level 3 qualification) | Alts: We're open to candidates with demonstrable professional experience in a customer-facing role (e.g., retail, hospitality, customer service) or a relevant apprenticeship, even if you don't have formal A-Levels. What matters most is your drive and communication skills. | Level: Preferred | Req: A Bachelor's degree in Business, Marketing, or a related field | Alts: While a degree is a plus, it's certainly not a deal-breaker. Strong practical experience and a proven track record in a fast-paced environment can often be more valuable. We value real-world skills and a hunger to learn over specific academic qualifications.

Preferred Certifications

• Cert: Salesforce Administrator Certification (Associate)
• Prod: Salesforce
• Usage: Shows a foundational understanding of CRM best practices and how to navigate Salesforce, which is our core sales tool. It means you'll hit the ground running with our systems.
• Cert: HubSpot Sales Software Certification
• Prod: HubSpot Academy
• Usage: Demonstrates an understanding of modern sales methodologies and how to use sales engagement tools, which are highly transferable skills.

Recommended Activities

• Actively participate in internal sales training programmes and workshops.
• Seek regular 1:1 coaching from your Sales Development Manager and more experienced SDRs.
• Listen to recorded calls of top performers and analyse their techniques.
• Read industry blogs and books on sales development, prospecting, and communication (e.g., 'Fanatical Prospecting', 'The Sales Development Playbook').
• Attend virtual sales webinars and online courses to stay updated on best practices.

Career Progression Pathways

Entry Paths to This Role

• Path: Customer Service / Retail Associate
• Time: 1-2 years
• Path: University Graduate (Business/Marketing)
• Time: 0-1 year (post-graduation)
• Path: Sales Apprenticeship / Internship
• Time: 6-12 months

Career Progression From This Role

• Pathway: Territory Sales Manager (Level 2)
• Time: 18-36 months (after mastering the JDR role)

Long Term Vision Potential Roles

• Title: Regional Sales Manager
• Time: 5-8 years from JDR
• Title: Sales Operations Manager
• Time: 6-10 years from JDR
• Title: Sales Enablement Specialist
• Time: 5-9 years from JDR

How Zavmo Delivers This Role's Development

DISCOVER Phase: Skills Gap Analysis

Zavmo maps your current competencies against all requirements in this job description through conversational assessment. We evaluate your foundation skills (communication, strategic thinking), functional skills (CRM expertise, negotiation), and readiness for career progression.

Output: Personalised skills gap heat map showing strengths and priorities, estimated time to competency, neurodiversity accommodations.

DISCUSS Phase: Personalised Learning Pathway

Based on your DISCOVER results, Zavmo creates a personalised learning plan prioritised by impact: foundation skills first, then functional skills. We adapt to your learning style, pace, and neurodiversity needs (ADHD, dyslexia, autism).

Output: Week-by-week schedule, each module linked to specific job responsibilities, checkpoints and milestones.

DELIVER Phase: Conversational Learning

Learn through conversation, not boring modules. Zavmo uses 10 conversation types (Socratic dialogue, role-play, coaching, case studies) to build competence. Practice difficult QBR presentations, negotiate tough renewals, and handle churn conversations in a safe AI environment before facing real clients.

Example: "For 'Stakeholder Mapping', Zavmo will guide you through analysing a complex enterprise account, identifying key decision-makers, and building an engagement strategy."

DEMONSTRATE Phase: Competency Assessment

Zavmo automatically builds your evidence portfolio as you learn. Every conversation, practice scenario, and application example is captured and mapped to NOS performance criteria. When ready, your portfolio supports OFQUAL qualification claims and demonstrates competence to employers.

Output: Competency matrix, evidence portfolio (downloadable), qualification readiness, career progression score.