The Importance of Sales Development

Salesforce.com switched to the SDR, BDR model for its sales development team. The role of an SDR is to make sure that they can throw a hundred, a thousand lines in the water. If you onboard enable and train an SDR the right way, they can fill the pipeline of up to three reps with their meetings. And if there's a bite, they know how to attend to that poll and hand it off to a seller that is sitting there waiting or can take it to the next level.