Sales Development Reps: Prospect into cold or inactive companies. Organized by territories that match the field and telesales reps as it’s vital for them to build relationships with their sales teammates. One SDR can support up to 2­5 account executives. Very large deals may be 1­ to­1 or 2 ­to­1.

Market Response Reps: Qualify incoming leads who reach out by phone or website. For every 400 leads per month, a company needs one MRR. They remove unqualified opportunities, determine accounts to be followed up, and help to increase close rates.

Account Executives:Shouldn’t make cold calls: they don’t like it; usually aren’t good at it; and it’s a poor use of company resources. Should prospect short, targeted “top 5/10” lists, their current customer base, and develop referral or channel partners.

Focus high value people on low ­volume, high ­value activities and specialize other roles to take low­ value, high­ volume activities.

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