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6 Ways to Build a World Class Sales Development Team [Infographic]

In Hiring Strategy — by Brian McHale

A Sales Development Representative (SDR) is an inside sales rep (usually for a software/SaaS company), whose primary role is to identify and qualify prospects for the sales team. SDRs are the lifeblood of a company, providing a constant stream of new and qualified leads for your sales team to work with.

Typically, SDRs spend most of their time doing pre-sales activities such as:

  • Making cold calls
  • Sending outbound emails to prospects
  • Setting up appointments or introductory meetings

Once a lead is qualified, they’re handed over to an Account Executive (AE) for further nurturing and demoing your product.

Taking the key points from The Bridge Group 2016 Metrics & Compensation report, OnePageCRM created an infographic answering key questions about hiring, onboarding and compensating a world class sales development team:



About the Author: 

Working in the marketing team at OnePageCRM, Brian is a fan of all things technology, website and startup-related. A strong supporter of keeping the human ‘personal touch’ alive in sales, Brian is also a believer that “anything which can be successfully automated should be”.

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