[Executive Summary] The State of Sales Development

How 900 Companies Build and Execute Successful Sales Development Teams

The Sales development role is one of the more misunderstood sales roles. Many people debate the definition of sales development while others argue which department sales development should report into or how much sales development reps should make. In an effort to understand the sales development function, InsideSales.com Labs commissioned a study in partnership with SalesForLife, BridgeGroup, Drift, Datanyze, OneMob, and Tenbound. The study focused on 900 companies and reviewed the four elements of building an optimized sales development organization as well as examined four-steps of successful sales development teams.

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