Definition
A Sales Development Representative (SDR) handles the first stage of the sales process. They don't usually close deals. Instead, they create qualified meetings for account executives or founders. Many companies now hire SDRs remotely, including in the Philippines, where there is a large pool of English-speaking callers used to working US hours.
How It Works
SDRs spend most of their day on outreach: calling prospects, sending follow-up emails and responding to replies. They ask a few questions to check fit, such as whether the prospect has the problem you solve and who else is involved in the decision, and book a meeting when it makes sense.
Their main measures are meetings booked and meetings that actually happen. When hiring an SDR, test them on live role-play calls rather than relying on a resume.
Listening, handling a brush-off calmly and asking clearly for the meeting matter more than past job titles, and they are easy to hear in a ten-minute practice call..
See SDR (Sales Development Representative) in action
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