What is Sales Development?
Sales development is a form of marketing strategy that leads qualified prospects to the sales team.
The goal of this type of work is to increase the number and value of closing opportunities, thereby increasing revenue for an organization.
This can be done through referrals from inbound channels like events or webinars, or by following up with potential buyers who have contacted your company about services but did not buy anything yet.
How to Measure Sales Development?
The best way to measure if you are doing good at sales development is by tracking conversion rates on both lead sources (e.g., employee referrals/client referrals) and referral sources (people they know).
Referrals should make up around 50%–70% of total sales pipeline volume each month, as long as these come from qualified sources