Definition
Sales development is the specialized team, usually SDRs and their manager, whose only job is to create qualified meetings for account executives.
Why it matters
Splitting sales development from account executives lets each side specialize. It is the single most repeatable structure in modern B2B sales.
How it works
- SDRs prospect and book meetings
- AEs run discovery through close
- Manager coaches on activity and quality
- Metrics tracked separately per role
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