Sales Development Representatives (SDR)

What are SDRs?

SDRs or Sales Development Representatives are in charge of outbound prospecting. They introduce interested potential customers to the solution and product through proper analysis and outreach programs.

Leads are the names given to these potential clients. A sales representative's world revolves around creating leads rather than completing new sales. The ability of SDR is to move prospects through the sales funnel using required measures.

Lead qualification, which determines a prospect's probability of making a purchase, is assisted by sales development specialists. They usually get as far as scheduling the first meeting.

Instead of wasting time prospecting, AE or other sales professionals concentrate on closing more deals.

A salesperson's job is often more complicated in today's world than in the past due to the fierce rivalry in every field. Whatever your company sells, there's a 90% chance that someone else is selling the same product, most likely with better incentives, attracting your target audience. To obtain the upper hand, B2B sales teams can no longer rely on the zone or having the niche themselves.

There is no time left with the rise of online trade. Startups, in particular, must create maximum sales before their funds run out in order to stay in business. As a result, work must be done extremely efficiently.

What are the duties of SDRs?

Sales development representatives (SDRs) only perform a portion of the activities typically associated with stereotypical salespeople. To begin with, sales development representatives are not obligated to close deals and are generally exempt from traditional sales goals. 

As a result, sales reps are only slightly affected by the popular business dictum "Always be closing." Lead generation and qualification, on the other hand, are taken very seriously by SDRs. Sales development agents attempt to achieve a set of activities and performance measures rather than quotas.

The responsibilities of SDRs differ depending on the company-to-company. However, inbound and outbound sales prospecting is the primary goal of a sales professional. The process of nurturing leads is also known as inbound lead prospecting.

Inbound lead prospecting is the practice of nurturing prospects who have shown interest in your product and have already interacted with your company through its marketing channels.

Prospecting for outbound leads: Cold prospecting is reaching out to potential customers who have never purchased or utilized your company's product or service.

Wrapping up

As the world progresses, the use of technology is becoming increasingly common. And while being a Sales Development Representative is monotonous, we can make it more interesting by incorporating numerous technologies into the process.

The use of technology is merely to make the task of sales development representatives more efficient and time-consuming.

Read more about SDRs here:

Sales Territory Planning: Here’s What You Need To Know
How to Build a Sales Playbook? (With Templates and Examples)
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Other Glossary Terms
  • Customer Engagement Touchpoints (or Customer Engagement Interaction)
  • Fair Market Value
  • Return on investment (ROI)
  • Customer Lifetime Value (CLV)
  • Customer Acquisition Cost (CAC)
  • Compounded Annual Growth Rate (CAGR)
  • Outbound Sales
  • Value Gap
  • Inmail Messages
  • MRR Churn Rate