What is an SDR or Sales Development Representative?

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What is an SDR and what is their role in the sales team?




The Sales Development Representative is a professional profile kenya phone number list serves as a "bridge" between the sales and marketing teams . Their job is to contact leads generated by marketing and convert them into sales opportunities. In other words, they participate in qualification and nurturing processes to improve conversion rates.

The rise of this role is due to the book Predictable Revenue by Marylou Tyler and Aaron Ross, which highlights the importance of SDRs in the business world. According to a study by The Bridge Group, 40% of software companies are currently implementing this position.

Having an SDR within the company helps improve lead tracking, leverage CRMs , and ultimately ensure sales reps receive more qualified leads that are more likely to convert.

Furthermore, the emergence of SDRs makes the different roles of the sales department clearer and more independent: SDRs focus on prospecting for marketing leads, account managers continue negotiations to close sales, and customer success managers focus on post-sales follow-up.