SDR Performance & Retention: How Sales Readiness Can Change the Game

It’s no secret: sales development reps (SDRs) have one of the most valuable jobs in the sales process. These specialized inside sales reps set meetings, qualify prospects and fill the pipeline of account executives through inbound and outbound lead generation. Despite this, many sales organizations struggle to hire and retain SDRs, whose strenuous workloads and desire for promotion result in high turnover rates and high demand for qualified candidates.

SDRs have the hardest job in sales today because getting people to engage is now the hardest part of the sales process. So what happens is they burn out and they’re ready to do something else. Attrition is the reality of the situation. Plan for it.

- Trish Bertuzzi, President & Chief Strategist, The Bridge Group