Free guide · 16 pages · PDF
The Ultimate Guide to Building an SDR Team
A sales development team does one job: it turns a list of the right companies into qualified meetings for the people who sell. Building one takes more than hiring a few people who are good on the phone. This guide covers the roles, who to hire and how to interview, what to pay, how to train and certify, the daily rhythm, how to coach from recordings and which numbers to manage. It is written for owners and sales leaders building a team for the first time or rebuilding one that stalled.
What's inside
- What an SDR does, and how the role differs from a BDR and an account executive
- The five roles behind a working sales development team
- A hiring profile, interview questions and a live role-play exercise
- What to pay, with BLS wage data and a year-one cost model
- A 30-60-90 day ramp with a certification gate before live calls
- The daily rhythm and the four stages of an outbound call program
- Coaching from call recordings with a scorecard
- Benchmarks from 6.2 million dials and when outsourcing makes more sense
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