Sales Development Representative (SDR)

A sales development representative (SDR) are sales team members who focus on outbound prospecting and deciding whether a lead is qualified, with the goal of helping to generate a sales pipeline for the wider sales team.

While it’s often said that SDRs do the “grunt” work for more experienced sales executives by reaching out to prospects and qualifying leads, in recent years the role of a sales development representative has become a key position across multiple industries. Their specific objective is to pass sales-qualified leads to sales or account executives to close.

In many organizations, SDRs identify and take prospects through to the point of booking a meeting or product demonstration, at which point a more experienced member of the sales team will take over.

What is an SDR?

Sales Development Representative (SDR) FAQs

What is a sales development representative? 

A sales development representative is a member of a sales team responsible for outbound prospecting, qualifying leads, and setting up initial sales meetings or appointments for account executives.

What skills does a sales development representative need? 

Communication skills, prospecting skills, knowledge of sales tools and technologies, time management, and the ability to work collaboratively with sales and marketing teams are all important competencies.

What is the role of an SDR in the sales process? 

It’s often said that SDRs do the “grunt” work but in recent years, their role has become critical for identifying and qualifying potential leads, nurturing relationships with prospects, and handing off qualified leads to account executives.