The sales process has evolved over the years. Creating a Lead via target marketing allows for a Sales Development Rep (SDR) to call on qualified potentially interested customers. SDR's generate further interest with prospective buyers. Generally, interest is created through proactive outreach via phone calls, emails, text messages, and social selling. The SDR role is the bridge between Marketing and an Account Executive (AE). It's statistically proven that the sales development role results in higher sales conversion rates. Ultimately the Sales Development function pushes a warm Lead into a Prospect status so the AE or Sales Manager can easily reach the Closing status.
The SDR role can look very different across many organizations - various processes, methodologies or workflows. There are variables which can change how a SDR fits into an organizational Playbook. Consider the
Unique Sales Proposition as an example.
What are all the variables in your business that need to be considered to effectively create your Sales Development function?