Sales Development Representative (SDR) Handbook

1. Job Purpose

The Sales Development Representative (SDR) is responsible for contacting all inbound and assigned leads, understanding their requirements, qualifying their interest, and scheduling meetings with the appropriate Development Executive or Technical Consultant.

The SDR is NOT responsible for closing the sale.

The SDR's success is measured by:

✅ Lead response time
✅ Quality of conversations
✅ Qualified opportunities
✅ Meetings booked
✅ Follow-up discipline

2. Daily Responsibilities

Every working day, the SDR must:

✔ Contact every new lead.
✔ Understand customer requirements.
✔ Answer basic customer questions.
✔ Identify customer interest.
✔ Schedule meetings.
✔ Record every conversations in CRM / Excel.
✔ Follow-up with pending leads.

Daily KPIs

Activity	Target
New Leads Contacted	20 - 30
Qualified Leads	15 - 20
Meaningful Conversations	12 - 15
Meetings Booked	2 - 5
Response Time	Within the Lead Generated Date

SDR Workflow

SDR High-Level Workflow