Sales Transformation

With its definition as a Sales Development Rep, many people in the sales space are used to having full-time SDRs as the major channel for sales development. However, Kevin Warner believes otherwise. In this episode, Kevin discusses the reasons why the future of sales development does not really require a full-time SDR, as what we really need to measure is ROI and revenue, instead of just SDR activity. Find out more in this latest episode of Sales Transformation.

“We say the future of sales development is not having a full-time SDR, because companies, the way you evaluate an SDR is activity-driven, not ROI driven. Marketing campaigns at their core, if you run an ad on Facebook, on Instagram on Google AdWords, it is revenue driven from every analytic point.”

“In my mind, the sales development spaces leading to marketing, you should have campaign managers, you shouldn't be structuring these with very unique campaigns, you should be segmenting your market as much as possible and running unique campaigns that you can then measure. And we should be valuing the strategy and the management of those and not just an SDR team.”