Best Practice Report

How To Build A Business Development Rep Team That Produces Opportunities For Sales

May 27th, 2020

Summary

Sales leaders never have too many opportunities, but they frequently struggle to close gaps between their run rate and what the revenue plan demands. A non-quota-carrying team of specialists who generate opportunities can close these gaps by augmenting or replacing some sales rep prospecting. Sales leaders may increase the organization’s productivity by building a business development rep team, but the operation can collapse or fail to meet expectations if its design is flawed. In this report, we describe the foundational design elements of a business development rep (BDR) team that reliably generates opportunities for the sales organization.

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