Sales Development: An Emerging Selling Role Driving Sales Productivity

Bob Kelly, Frank Swain


High-growth technology firms are abuzz with “sales development” – a specialized sales role focused in prospecting. Sales development reps (SDRs) concentrate on lead development, outbound prospecting, and moving prospects through the earlier stages of the sales funnel, before handing them off to others in the sales force. SDRs are widely credited for the exponential growth rates in some of the tech sector’s best known firms.




Login, or become a Sales Management Association member to access more of this content. Join here.