What is an SDR?
A sales development representative (SDR) is a frontline role responsible for identifying, prospecting, and qualifying leads to support the sales team. SDRs are mainly responsible for prospecting new business opportunities and nurturing existing leads to help drive revenue growth. They use various sales methods like calling, emailing, and social media to engage with potential customers.
What are the Roles of an SDR?
An SDR may have a variety of responsibilities, including:
- Acting as the first point of contact for potential customers, engaging them on behalf of the company and its products.
- Proactively reaching out to prospects and nurturing leads, setting up initial calls with customers to understand their needs and see how the company’s services can meet them.
- Developing relationships with customers with regular contact to answer questions and provide timely feedback.
- Tracking customer interactions, using sales automation tools to stay organized and up to date.
- Generating leads through networking and research, making sure the sales rep has a steady pipeline of potential customers to contact.
Inbound vs. Outbound Sales
Inbound and outbound sales are two distinct functions within a sales organization. Here are the key differences:
- Inbound sales are initiated by the prospect, while outbound sales are initiated by the sales rep.
- Inbound sales are more reactive, while outbound sales are more proactive.
- In inbound sales, engagement between sellers and leads occurs through digital marketing channels, while outbound sales engagement typically occurs through calls and email.
- Inbound sales involves more active engagement from prospects, while outbound sales involves more passive engagement from leads
| Inbound Sales | Outbound Sales |
| Initiated by the prospect | Initiated by sales rep |
| Active lead engagement | Passive lead engagement |
| Engagement through digital marketing | Engagement through calls and emails |
| Reactive | Proactive |
How Does an SDR Build a Pipeline?
While sales development reps kickoff the sales process with leads, the insights they garner play a role throughout the buying process.
- Prospecting: SDRs generate leads through research, calls, email campaigns, and tradeshows.
- Qualifying: SDRs evaluate leads and gauge their fit for the company based on interest, budget, and timeline.
- Developing: SDRs build relationships with potential buyers, taking time to understand their needs and requirements and providing product proposals and quotes.
Best Practices to Motivate Your SDRs
Encourage your team and help them reach their potential with these tips:
- Provide clear goals and expectations for success.
- Regularly recognize and reward positive performance.
- Set up team-based contests to encourage friendly competition.
- Offer additional training and development opportunities.
- Create support and mentorship opportunities from experienced sales staff.
- Include SDRs in company-wide events and celebrations.
