Where the heart leads developer4/17/2023 Sales development representatives are quality control for sales leads. Leads fall through the cracks or sign with a competitor. Without the SDR’s qualification process, the sales cycle takes much longer (because people focused on closing deals are talking to leads who aren’t looking to buy). In some larger sales organizations, SDRs may work alongside business development representatives (BDRs).īDRs are usually focused on outbound lead generation and qualification where SDRs focus on inbound leads.ĪRs and AEs need a steady flow of qualified leads to convert into customers. In a sales department, the SDRs are the base level –they touch every lead and filter out the ones that aren’t good fits.Īfter speaking to an SDR, qualified leads move to higher level sales reps like account representatives (ARs) or account executives (AEs). The SDR role is usually an entry-level position. Where do SDRs fit in the sales organization structure? Their commission is determined by the number of deals they pass compared to their target or quota. SDRs are evaluated on the number of qualified leads they move through the pipeline. They contact every lead and determine who stays and who goes. SDRs educate, answer questions, and send resources to potential customers. If a prospect is a good fit, SDRs schedule next steps with sales reps higher in the organization. They connect and learn about their businesses and needs. SDRs move leads through the sales pipeline. SDRs don’t focus on closing business, but connecting with as many leads as possible and determining if they’re good customer fits. Quick note: ActiveCampaign is hiring SDRs and sales professionals, take a look! What is a sales development representative (SDR)?Ī sales development representative (SDR) is an inside sales representative that focuses on outreach, prospecting, and lead qualification. Where do SDRs fit in the sales structure?.What is a sales development representative (SDR)?.How do you know the difference between a ‘lead’ and a ‘ qualified lead’? What qualifies them? Who qualifies them?Įnter the sales development representative (SDR). Makes sense, right? You’ve got leads coming in, you figure out which ones are legit, and then you acquire them as customers.
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