A sales development representative (or simply SDR) is a type of an inside sales force, whose primary functions are prospecting, outreach, and lead qualification. Unlike many other sales specialists, SDRs do not focus on closing a deal. Instead, they strive to seek out and reach as many potential leads as possible and define whether they fit a company’s idea of an ideal buyer.
Basically, a sales development representative is someone who takes lead through the sales pipeline. SDRs find leads and connect with them to define their needs. Then, an SDR analyzes the collected info to define whether each particular lead has the potential to convert. And, if he does, an SDR is also responsible for appointing the next step with sales reps. The next step, in this case, may refer to anything like:
- Strategy call
- Fit assessment
- Technical call
Eventually, it is a sales rep, with whom an SDR schedules further communication, who is responsible for closing a deal. A sales development representative, in his turn, strives to establish contact with each lead, define who stays and who goes, educate, send relevant resources, and answer questions.
Wrapping things up, typically, a sales development representative job description includes the following duties:
- Finding potential leads
- Connecting with as many leads as possible through various channels (e.g. phone calls, emails, social media, etc.)
- Conducting market research to define a company’s target audience, its needs and the problems they have that a company can solve
- Conducting individual lead research to collect more info on each particular lead and understand them better
- Educating leads about a company, its products, and services
- Qualifying leads
- Moving leads through the sales pipeline and passing them over to sales reps to close deals