Sales Development Representatives

The career of sales development representative began in the 1980s, primarily in the business-to-business tech sector. Companies recognized the value of creating specialized sales teams to handle various aspects of the sales process—from research and lead development, to closing the deal and providing ongoing services to customers. In the early 2000s, the use of SDRs accelerated when large tech companies such as Oracle and Salesforce began breaking up the sales process into deal finders (who were experts in sales development) and deal closers (experts in finishing off the sale and working with clients on their long-term needs). In recent years, the development of data analytics, introduction of advanced artificial intelligence, automated lead generators, auto dialers, call performance monitors, and other lead development tools has allowed sales development representatives to do their jobs more effectively and reach more potential customers.