The primary role of a sales development representative (SDR) is generating leads through outbound sales strategies like email outreach and LinkedIn prospecting. SDRs usually do the heavy lifting related to nurturing leads and scheduling the first call before passing the lead to an account executive (AE).
An account executive (AE) is responsible for an ongoing business relationship with a customer. The AE aims to ensure clients understand a product’s value, identifies new client needs, and suggests solutions to improve their overall buyer experience.
Table comparing SDR and AE responsibilities
- SDRs: prospect to generate new leads and qualify them before passing to AEs.
- AEs: negotiate terms, close deals, and manage ongoing customer relationships.
Sales Methodologies and Ratios
Sales methodologies help prioritize leads when resources are limited, using memorable acronyms as checkboxes for key information.
The SDR-to-AE ratio is key for sales success, allowing proper resource allocation and process optimization. Factors influencing this ratio include market size, sales cycle length, deal sizes, and more.
SDR Hiring and Growth in Sales
The ideal time for SDR hiring is when sales managers spend too much time nurturing leads. Separating these responsibilities allows SDRs to focus solely on qualifying, giving AEs more time for later funnel stages like objections and closing.
SDRs, once a niche tech role, now hold key positions across industries. SDR managers recruit, train, coach, and develop SDRs to ensure enough pipeline leads exist to meet goals.