I have heard of two general models to create a career path for SDRs;
- Have new SDRs start in an inbound role (white paper, webinar) to cut their teeth to then move into either a true inbound role (hand raisers) or to outbound role targeting cold prospects and larger accounts.
- Have new SDRs start in an outbound cold calling environment and move them to warmer leads as they improve. Usually with an option to go to a strategic ENT role as the highest level.
Starting SDRs cold calling when they are trying to learn your product and often times how to just be comfortable on the phone can be an uphill battle, in my opinion. 80% of the SDR job seems to be between the ears and if you can get early wins, with inbound leads, the SDRs get their first taste of blood and the rest is history.
Thoughts, comments, concerns with either? Go!