Sales Development Reps:

Waste of budget or untapped resource?

A frequent question we receive from Sales and Marketing VP’s from around the globe is:

Q: How do I best leverage the SDR’s within my organization since these reps don’t focus on closing business and are not directly tied to quota?

 

Although there are several titles around sales development, business development, or marketing development representatives, the concept is generally the same. The SDR/BDR/MDR primary focus is on outbound prospecting and/or maintaining current relationships and their role within the sales organization can be aligned within the inside sales team, outside account managers, or a hybrid of both.

 

Unfortunately, there isn’t one simple answer to this question because each sales and marketing organization will vary – some are much more complicated than others.

 

A: However, the good news is that in any environment, the SDR’s can be used to unburden your sales reps/closers from having to engage in prospecting. This gives the sales reps more time to actually sell to qualified leads (instead of chasing), close more deals, and hit their revenue quotas.

 

The most common use cases for SDR’s:

+ Create ‘warm’ leads for inside sales reps

+ Funnel qualified prospects to outside sales reps

+ Customize or ‘personalize’ a transactional business model

+ Assist in shifting brand identity or customer perception of a brand

+ Create awareness to current customers when a new product launches

 

How are you using your sales/business/marketing development reps? What’s your biggest challenge with this role?

 

If you would like to see how other companies are leveraging their SDR/BDR/MDR teams – feel free to reach out to us and we can walk you through what a few other compani es in your industry are doing with their teams.