Are SDR's Allowed to Make Sales?

In the world of sales, the role of a Sales Development Representative (SDR) has become increasingly important. SDRs play a crucial role in the sales process by identifying potential customers and qualifying leads. However, many people wonder if SDRs are allowed to actually make sales. In this article, we will explore this question and provide some insights backed by stats.

The Role of Sales Development Representatives

SDRs are responsible for prospecting and generating leads for the sales team. Their main focus is to identify potential customers and qualify them based on various criteria such as budget, need, and timeline. They also schedule meetings and demos for Account Executives (AEs).

Traditionally, SDRs were not involved in closing deals. Their primary goal was to pass on qualified leads to AEs who would then take over the sales process. However, the role of SDRs has evolved over time.

The Changing Role of SDRs

In recent years, there has been a shift in the responsibilities of SDRs. Many companies now empower their SDRs to handle parts of the sales process and even close deals on their own. This change has been driven by several factors:

• Increased Efficiency: Allowing SDRs to handle sales tasks can streamline the sales process and reduce reliance on AEs for every step.
• Improved Training and Skill Development: Companies are investing more in training SDRs to equip them with the required sales skills, enabling them to handle more sales responsibilities.
• Enhanced Customer Experience: SDRs, being the first point of contact for prospects, have a deep understanding of customer pain points. Allowing them to close deals can improve the overall customer experience.

The Stats Behind SDRs Closing Deals

According to a study conducted by Bridge Group, companies that allowed their SDRs to close deals experienced significant improvements in sales performance:

• Companies with SDRs closing deals had a 22% higher quota attainment compared to companies that followed the traditional approach.
• SDRs who closed deals had an average of 114% quota attainment, showcasing their ability to effectively transition from lead qualification to deal closure.
• SDR-to-AE handoffs were reduced by 50%, resulting in faster response times and improved customer satisfaction.

These stats highlight the benefits of allowing SDRs to make sales. By leveraging their skills and knowledge gained during the lead qualification process, SDRs can contribute to better sales outcomes.

Conclusion

While the traditional role of SDRs was limited to lead qualification, the changing dynamics of sales have led many companies to allow their SDRs to make sales. Empowering SDRs with the ability to close deals not only increases efficiency but also improves the overall sales performance. The stats clearly show that companies embracing this approach are reaping the rewards. So, if you are considering whether to allow your SDRs to make sales, the answer is yes!