Sales Glossary

What is Sales Development Representative?

A Sales Development Representative (SDR) is an individual who works within a company's sales department and is responsible for generating new business opportunities through research and outbound prospecting. The role of an SDR is to generate interest in a company's products or services through proactive outreach methods such as cold-calling, emailing, and social media engagement. Once an SDR has generated interest, they will then pass the lead off to a Closing Sales Representative who will work to close the deal. SDRs are typically entry-level positions within a sales organization and serve as a stepping stone for those looking to pursue a career in sales. Many companies offer training and development programs for SDRs with the goal of preparing them for a future role as a Closing Sales Representative.

Sales Development
What are some tips for hiring a Sales Development Representative (SDR)?

1. Look for candidates with prior sales experience and a track record of success.

2. Consider hiring individuals who have experience in cold calling and lead generation.

3. Test potential hires on their ability to handle objections and utilize strong communication skills.

4. Look for individuals who are coachable, enthusiastic, and possess a strong work ethic.

5. Ensure that the candidate is knowledgeable about your industry and has an understanding of your company's product or service offering.

6. Conduct thorough interviews, as well as role play scenarios, to assess how the candidate would handle real life situations in the position.

7. Consider implementing a trial period for new hires to ensure they are meeting expectations and fitting well within the team dynamic.

What are the benefits of hiring a Sales Development Representative (SDR)?

Sales Development Representatives (SDRs) play an important role in any company's sales process. By working with potential customers and generating leads, they are able to increase the likelihood of making a sale.

There are many benefits of hiring an SDR, including:

1. Increased Sales: One of the most obvious benefits of hiring an SDR is that they can help increase your sales. By working with potential customers and generating leads, they are able to increase the likelihood of making a sale.

2. Cost-Effective: Hiring an SDR can be cost-effective for your business. SDRs typically work on commission, so you only have to pay them if they are successful in generating sales.

3. Increased Efficiency: SDRs can help to increase the efficiency of your sales process. By working with potential customers and generating leads, they can save your sales team time and help to close more deals.

4. Enhanced Customer Service: SDRs can also provide enhanced customer service. By working with potential customers and providing them with information about your product or service, they can build relationships and trust.

5. Improved Brand Awareness: Hiring an SDR can also help to improve brand awareness for your business. By generating leads and working with potential customers, they can help to spread the word about your company.

What are the different types of Sales Development Representatives (SDR)?

Outside sales representatives are another type of SDR. These reps focus on developing relationships with customers and building long-term partnerships. They may also be responsible for managing existing customer accounts and providing support during the sales process.

Product specialists are another type of SDR. These reps have in-depth knowledge of the products or services that their company offers. They use this knowledge to help potential customers understand how the product or service can meet their needs.

There are also channel sales development representatives, who focus on developing relationships with resellers and other partners. Channel reps work to promote the products or services of their company to these partners and help them sell to their customers.

Finally, there are customer success managers. These reps work with customers after they have made a purchase to ensure that they are satisfied with the product or service. They may also provide support and guidance to customers who are having difficulty using the product or service.

SalesHive's Mission Is To Make Scaling B2B Lead Generation Easy & Affordable

Founded in 2016, SalesHive has grown from a team of two to now employing hundreds of US-Based sales development reps, while simultaneously building one of the most innovative approaches to modern sales development, all without raising any funding. By combining our highly experienced team and groundbreaking proprietary technology, we’ve booked tens of thousands of meetings for over 200 B2B clients across every major industry.

We built SalesHive on the premise that modern sales development was flawed, and the companies building outsourced programs were only contributing to that. Our unique approach empowers clients to build industry leading Sales Development programs that deliver real results with the assurance of total transparency, flexible month-to-month contracts, and flat-rate pricing.

Explore More Sales Development Terms

Account Development Rep (ADR)
Ad-Hoc Reporting
Adoption Process
Annual Contract Value (ACV)
Annual Recurring Revenue (ARR)
Automated Follow Ups
Average Revenue Per User (ARPU)
B2B Marketing
Business Development Rep (BDR)
Business Intelligence
Buying Cycle
Buying Process
Chief Revenue Officer
Churn Rate
Client Case Study
Closed Won Ratio
Closing Ratio
Cloud-Based CRM
Commission Plan
Contract Management
CPQ Software
CRM Analytics
Customer Feedback
Customer Pain Point
Customer Relationship Management (CRM) Systems
Customer Success Manager (CSM)
Enterprise Resource Planning (ERP)
Field Sales Rep
Gross Margin
Hard Sell
Hat Trick
Inside Sales Rep
Key Performance Indicators (KPIs)
Knowledge Base
Lead Management
Lead Qualification
Loss Leader
Marketing Executive
Middle Of The Funnel (MOFU)
Monthly Recurring Revenue (MRR)
Multi-Channel Prospecting (MCP)
Net Promoter Score (NPS)
On-Premise CRM
Onboarding Experience
Opportunity Management
Product Features
Profit Margin
Sales Commission
Sales Dashboard
Sales Deck
Sales Development Playbook
Sales Development Representative (SDR)
Sales Development Strategist
Sales Funnel
Sales Methodology
Sales Performance Management
Sales Pipeline Coverage
Sales Process
Sales Quota
Sales Script
Sales Stage
Sales Trigger Event
Service Level Agreement (SLA)
Soft Selling
Top Of The Funnel (TOFU)
VP of Marketing
VP of Product Marketing
VP of Sales
Weighted Sales Pipeline

Sales Development Blog Posts

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10 Reasons to Consider B2B Outsourced Inside Sales

Owning a business comes with a lot of responsibility. Finding opportunities for outsourcing can give you more time to focus on your business bottom line and handle other business development tasks that can set you apart from your competition. If you’re interested in outsourcing B2B sales, you’re not alone. Research shows that 25% of small and […]

Why Should Companies Use BDR Outsourcing In Their Sales Development?

Outsourced business development reps (BDR) are becoming a popular trend these days. While this new approach has its own advantages and disadvantages, we will first talk about the definition of sales development, sales outsourcing, and everything you need to know about it.But first, let's discuss some terms before diving into the world of outsourcing sales […]

When is it Time to Hire an Outsource Sales Team?

A sales leader or organization can choose many tools to gain more leads, drive revenue, push cost savings, or increase sales team structures. One fool-proof and effective recourse is getting some help: letting outsourced sales professionals handle some of your tasks. While it's a fact that outsourcing your sales to a third-party provider has many advantages, […]

The 4 Pillars of the Sales Development Process

Every company must stand upon something. A foundation. A base. A place from which it can operate. The very pillars that hold it upright. To make an analogy, your company is your temple, the place where you and your employees might go to make offerings to that fickle god named “Business”.

17 Key Hurdles for B2B Sales Development (Part Two)

As discussed in Part One of 17 Key Hurdles for B2B Sales Development, Sales Development is the field, process, or team that focuses on the early stages of the sales cycle. Sales Development focuses on generating meetings or opportunities, then passing them to sales reps.


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