Definition of sales development representative (SDR) in CRM


Meaning of the term sales development representative in CRM software

In most CRM systems, the term sales development designates a process of working with marketing qualified leads (MQL) in order to determine if they meet sales qualified lead (SQL) criteria. The person in charge of the process is called a sales development representative. In some organizations SDR is a middleman between marketing and sales, meaning they pass the lead onto more experienced sales people immediately after the qualification process is completed. In other organizations SDR handles the prospect throughout the customer journey, from lead to deal.

Advanced sales development CRM software, like Bitrix24, allows full automation of the process, helping SDRs easily identify best prospects and enabling lead nurturing for those, who aren't ready to buy.

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