Kyle Porter shared Craig Rosenberg’s great new post The Sales Development Team: A Proven Framework for Success. Sales development became popular after Predictable Revenue hit the startup circuit a couple years ago. Now that I’ve seen sales development teams in action at several companies, I believe it’s the most important sales process innovation in the last 10 years.
Here are the headlines from the sales development team article:
The Case for Sales Development
- Connecting with prospects requires time and resources
- A fast, standardized lead follow-up process is the key to conversion
- Converting a lead to an opportunity requires its own playbook and subsequent training and coaching
- Sales Development means a higher lead to opportunity conversion
- Marketing and contact data is vastly improved with sales development
- Sales and marketing alignment
- Increased productivity and efficiency from quota-carrying sales reps = more revenue
- Your buyer wants you to follow-up
Designing the Sales Development Organization
- The importance of the qualified lead definition
- Sales development organizational design
- SDR compensation
- Training, onboarding, and coaching
- Sales development hiring
- Sales development metrics
- Sales development technology
I’d recommend heading on over and reading The Sales Development Team: A Proven Framework for Success. Sales and the sales process is much more scientific than ever before, and with sales development teams it becomes even more predictable.
What else? What are some other thoughts on sales development teams?