SDR Team Structure Reporting to Sales or Marketing

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While the SDR role has traditionally aligned with the sales team, there is growing debate about whether they should report to the marketing team instead. Given that SDRs use both sales and marketing tactics in their approaches, it’s easy to see where the debate arises. After all, the role bridges the gap between sales and marketing.

A recent Tenbound Sales Development Report found that 55% of business leaders categorize their SDR function as part of sales, while 35% report to marketing. However, following the majority isn’t always the right approach. If you’ve decided to focus primarily on inbound sales and account-based marketing, it may be best to have your SDRs report to marketing.

On the other hand, those who want their managers to use outbound sales can have them report to the sales department. Aligning your managers with the core of the sales funnel and the method will always yield better results.

You may want to answer questions about who will have the bahamas mobile database time to manage the team, track KPIs, coach reps, and help them grow. The best SDRs are those who are nurtured and coached throughout their careers, not to mention that their manager should have the time to review results and ensure they are meeting expectations.