12 semanas · intensivo
Para quien tiene plazo
Unas 8 horas por semana, en 1 ciclo centrados en las brechas que más pesan.
Carrera en 2026 y 2027
Sales Development Representative
A Sales Development Representative finds and qualifies new prospects and books meetings for Account Executives. The role is built on outbound outreach, research, and a disciplined view of which leads deserve the team's time.
Contenido revisado el 20 de octubre de 2026
- Niveles
- 3
- Habilidades mapeadas en Mid-level
- 6
Lo que cada nivel debe demostrar
Mid-level
Qualifies leads rigorously and hands the pipeline to Account Executives in a clean, trustworthy state.
You no longer just book meetings; you decide which ones are worth an AE's hour and prove it with a framework. CRM records, stage definitions and qualification questions become part of the job, because managers and AEs rely on your data. Compared with junior, you shape the targeting instead of following it.
Puntuación media exigida: 65%
ICP Identification
Por qué: Lets you propose changes to the target profile after seeing which closed deals came from which segments, instead of keeping an outdated list.
Prospect Research
Por qué: Lets you map the org chart of a large account and find the second and third contacts, so the AE enters with more than one name.
CRM Hygiene
Por qué: Lets you trust the pipeline report on Monday because every call and status change was logged, and lets automations route leads without manual cleanup.
Pipeline Stages
Por qué: Lets you explain exactly why a lead counts as an opportunity and move it forward only when the criteria are met, so conversion numbers mean something.
BANT Framework
Por qué: Lets you run a quick budget, authority, need and timing check on a call, and recognize when a lead that fails BANT is still worth pursuing.
MEDDIC Framework
Por qué: Lets you hand over an opportunity with the economic buyer, the pain and the decision process already identified, so the AE does not rediscover them.
Estudia para Sales Development Representative: rutas y simulacros
Cada nivel de esta carrera corresponde a una ruta de estudio. Lee gratis el mapa completo de temas y luego mide tu nivel.
Dos caminos para subir un nivel
40 semanas · regular
Junto al trabajo
Unas 4 horas por semana, en 3 ciclos. Cada ciclo lleva lo que quedó pendiente del anterior.
Preguntas frecuentes
¿Qué es Sales Development Representative?
A Sales Development Representative finds and qualifies new prospects and books meetings for Account Executives. The role is built on outbound outreach, research, and a disciplined view of which leads deserve the team's time.
¿Qué debe demostrar cada nivel de Sales Development Representative?
Sales Development Representative está mapeado en 3 niveles: Junior, Mid-level y Senior. Abre cada nivel arriba para ver las habilidades que debe demostrar.
¿Cuánto dura el plan de Sales Development Representative?
El plan tiene 2 ritmos: 12 semanas por nivel, con unas 8 horas por semana (intensivo) y 40 semanas por nivel, con unas 4 horas por semana (regular).
Cómo funciona el plan
Tutor IA
Una sesión de estudio para cada tema nuevo, a tu nivel.
Escuela de IA
Clases prácticas de uso de IA en el día a día de tu carrera.
Evaluaciones
Cada requisito se demuestra midiendo, no marcando una casilla.
Revisión de etapa
Al final de cada ciclo ves qué avanzó y qué pasa al siguiente.
Descubre en qué nivel estás
Un diagnóstico corto mide las habilidades que ya tienes. El recorrido empieza ahí.