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!

sadness2

Inside Sales Manager

SDR Career Path | Inbound to Outbound or Outbound to Inbound?

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!

📞 Cold Calling

👥 Hiring

💆‍♂ Mindset

13 comments

Sort by:

AlecBaldwinsHairline

Valued Contributor

Head of Sales Development

If you've never done sales or cold calling - start with SDR (inbound).

If you are looking for something to go up from there move to BDR (outbound)

sadness2

Inside Sales Manager

I agree. Do you have any reasons in particular you would do this?

AlecBaldwinsHairline

Valued Contributor

Head of Sales Development

Because cold calling people to spur interest and drive urgency outside of a buying cycle typically takes more skill.

Learn that skill as an SDR on how to have a sales conversation and become naturally curious. Then expand your horizon.

poweredbycaffeine

WR Lieutenant

☕️

SDRs should, if possible, start on the Inbound channel to build a photographic memory of questions, objections, and rebuttals that come from a warm user base before throwing them into the cold deepened that is outbound. At this stage, they are likely moving up the ladder to BDR, which is in support of a larger outbound organization. By then they've started to pick up on patterns of titles, company sizes, territories, etc, that will make them a bit more armored up when they get a live fish on the line.

sadness2

Inside Sales Manager

What about the argument of "inbound leads are our highest converting and most expensive leads. We don't want to put our new reps on those!"

poweredbycaffeine

WR Lieutenant

☕️

I also don't want to put most AEs on inbound leads--they either ignore them or drive them into the ground. Answering a few key questions and booking a meeting are easy mountains to climb for an SDR, and if they get out of their depth they are quick to say "I don't know the answer, but I am sure my colleague can answer that on your call."

the_sonk_master

Opinionated

Account Manager

I always like the idea of SDR's handling inbound first as a way to get some wins and confidence under their belt. I've found it can be tough to keep confidence as solely doing outbound when you don't know the product well and all you're hearing is no. Can be nice to have the confidence and peace of mind in knowing the true value that the product brings and understanding that it is something that can really help people

sadness2

Inside Sales Manager

100%.

funcoupons

WR Officer

👑

I think a mix of both is ideal.

Cold calling is an essential activity and skill for every salesperson, so the earlier an SDR can start honing their skills here, the better. If they absolutely cannot cold call, they'll soon find out and the sooner they can move on from that position as well.

I have no problem with throwing a newbie a warm lead or two to build confidence and give them that experience, though.

CaneWolf

Politicker

Call me what you want, just sign the damn contract

I started with both. So did everyone I started with. Gives people balance and it takes some of the pain out of the all day rejection you can experience when doing outbound.

sales7

Politicker

Commercial Product Enablement

Might just be me but I've never heard of a rep move from inbound to outbound... Inbound is usually protected & then also a promotion away from outbound

sadness2

Inside Sales Manager

Thanks so much for replying. Do you know why most people went from outbound to inbound versus the latter?

jwils

Politicker

Sales Manager

Inbound is the easier of the two roles imho. If there's any difference between the two roles, that one should be first.

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

sadness2

SDR Career Path | Inbound to Outbound or Outbound to Inbound?

13 comments

Related posts

Outbound SDR quotas

What's the better path? SDR Team Lead or MidMarket AE

Career Path: AE, AM or BDM?