Who is a Sales Development Representative (SDRs)?

A Sales Department Representative or a SDR is an inside sales representative whose primary role is to focus on sales prospecting. The prospecting part covers both inbound and outbound prospecting and by qualifying each prospect SDR keeps the sales pipeline filling.

SDRs do not have a quota to fulfill, unlike the Account Executives(AEs). Rather SDRs job is to initiate the initial engagement with all the prospects and complete the discovery call and qualification process - and then pass only those prospects to AEs who are qualified and interested in learning more about your service. SDRs are not involved in the closing process of the deal, they only target on filling the pipeline with potential prospects and then AEs focuses on closing the deals.

SDRs should have a good knowledge of your target markets, prospect’s industry, competitors and your sales process. It helps them to build meaningful and impactful conversations.