Evolution of an SDR

When an SDR is incorporated into the outbound team of a SaaS start-up, it is essential to consider the development he/she will experience.

Sales Reps are usually a young profile with a lot of potential that are just beginning a commercial career in this sector. They are candidates full of ambition, looking for a powerful development within the company.

But what is the direction of such development?

• A third of them evolve into Business Development Manager (BDM) or Account Executive (AE), where they close deals already.

• Another third evolve towards another department of the start-up, such as Marketing or Costumer Success. These profiles meet objectives and work well in the company, however, they decide that sales are just not for them.

• The last third will continue their trajectory in another sector, as their performance will not be good enough.

Whatever the evolution of the SDR ends up being in the startup, it is undeniable that this initial phase will be very useful. It will provide reps with knowledge about leads, how to deal with them and their concerns.

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