Types of sales positions: inside sales and outside sales. While the inside reps hammered the phones and sent letters, the outside team knocked on doors, went to meetings and attended events. Each was important to the success of the business and integral to the sales process. Fast forward to today and things have gotten even more specialized. Today, business functions rely on multiple, very specific roles for all sorts of tasks. A typical sales organization might have business development reps, sales development representatives (sdrs), sales managers, account executives, and more.
In this article, you will learn everything you need to know about the sdr role:what is a sales development representative? At the beginning of the business year, companies define company mailing list their strategic objectives. Often they will do the math on all the small targets that need to be hit in order to achieve their overarching goal. For example, to achieve $x million in revenue, they must retain y% of their current customer base, while closing z new transactions per month. These more granular goals have a direct impact on the sales development representative, who has ultimate responsibility for outbound prospecting. Sdrs can be part of sales or marketing teams, but more often they report to managers of the sales function. It's up to them to generate enough leads to close those x new deals per month, keeping in mind the company's average lead-to-sales conversion rate. Once targets have been identified and broken down into smaller team-level goals, sales development representatives begin the task of cold prospecting via email and phone. They can reach dozens or even hundreds of people in an average day
And sdr expertise sits right at the top. With their skills in cold communication and appointment generation, sales development representatives ensure that the top of the funnel is constantly fed with a flow of new leads. Where their work ends, the account manager's work begins. Once an sdr has engaged a prospect and got them talking, the account executive will step in and (hopefully) close the deal. What is the role of a sales development representative? In sdr gaming, volume of activity is everything. Generally speaking, the more (effective) calls and emails you make, the more leads you will turn into leads. With that in mind, most sales development reps have fairly regulated and consistent workloads.