What Is a Sales Development Representative (SDR)?

A sales development representative (SDR)  is an integral contributor to business growth. These experts implement effective strategies that help strengthen your sales pipeline with qualifying leads. They conduct customer research and connect with qualifying prospects. They also focus on creating several sales opportunities for your business and closing deals. 

SDR sales are an important part of business expansion. Sales development representatives act as a guide to prospects. They reach out, nurture, and streamline every process until the purchase is made.  

Duties of a Sales Development Representative 

Yes, a sales development representative’s goal is to grow a business’s customer base. But do you know what tasks they perform to help them achieve this? Here are the primary functions of a sales development representative:

  1. Identifies and Connects with Prospects

Sales development representatives do a lot of customer and product research. To achieve high conversion rates, they need to understand who your prospects are comprehensively. 

But it doesn’t stop there. An SDR bridges the gap between a business and its potential customers. To connect with prospects, they work with the marketing team to host webinars, trade shows, and other social events. They use as many social media channels as possible to reach out to as many prospects as possible.

  1. Educates Prospects

Prospects will only consider paying for your products or services when they understand how it can help them or make their lives easier. This is where an SDR comes in once again. They combine their knowledge of prospect needs with their understanding of your products/services and provide valuable information to interested prospects.

Sales development representatives help prospects make informed purchase decisions by answering questions and providing the necessary resources. They are always available to prospects so all concerns can be addressed quickly.

  1. Checks Prospects

After educating prospects, an SDR determines whether a prospect is the right customer your business needs. They check if the prospect’s budgets and needs fit your buyer persona. Prospects who meet the criteria are then taken to the next step of the sales process. Depending on the structure of your business, it could be a product demo or a scheduled consultation with the sales representative for further discussion.

  1. Collaborates with Other Sales Team Members

An SDR briefs the other sales team members to ensure that leads have a seamless experience when making their purchase. A sales development representative informs other team members about the unique needs of each lead to create a more personalized response system.

  1. Manages Relationships with New and Existing Customers/Clients

SDRs keep the relationship strong even after a purchase. They contact customers and clients to receive feedback on their purchases and check if they need further assistance. They also send updates, discounts, and notifications for upcoming events to keep in touch with customers or encourage them to make another purchase.


SDRs help expand your customer base. They build lasting relationships with your customers and a professional network for your business. Having a sales development representative is vital to boosting revenue and business growth. 

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