Best Practice Report

Establishing An Effective Revenue Development Representative Team

February 1st, 2019
Amy Hawthorne, Principal Analyst
Amy Hawthorne Principal Analyst
Vicki Brown, VP, Principal Analyst
Vicki Brown VP, Principal Analyst

Summary

Revenue development representative (RDR) teams often make the first live connection between an organization and its prospects. Setting up a new RDR team in a B2B organization is a complex initiative. The organization must consider factors including the reasons why the team is being created, processes that define upstream and downstream handoffs, technologies that can help the team meet its objectives, and what metrics will be used to measure the team’s performance. This report describes four essential steps for setting up a successful revenue development representative team.

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