Os Papéis · Quem vende

Sales development representative

Escrito a partir de fontes publicadas

The first human contact between a company and a prospective customer. Sales development sits at the top of the funnel: researching accounts, reaching out, qualifying interest, and handing over a conversation that somebody else will close. The role exists because prospecting and closing reward different temperaments and different hours, and separating them lets each be done properly.

De quem recebe

Marketing

Leads, campaigns and the reason somebody might already be interested.

Sales leadership

The territory, the target accounts and the current priority.

The closing sellers

What a good meeting looks like, which is learned rather than briefed.

A quem serve

Account executives

Conversations with people who have a reason to have them.

The company

Pipeline, which is the input everything downstream depends on.

Prospects

A route to somebody who can answer, at the moment the question is live.

Do que o trabalho depende

Activity and qualification pull against each other. A representative measured purely on meetings books meetings, and the closing seller spends the following month discovering which ones were real; one measured on meetings that progress works slower and hands over conversations worth having. The organisations that get this right define qualification jointly with the sellers who receive the work, which turns a handover into an agreement rather than a transfer.