Sales development uses specialization to close more deals.
In the process, there are two main roles: One that focuses on finding people who are a good fit for your product and scheduling qualified appointments using phone and email, while the other focuses on closing deals.
To have a successful sales team you need to understand both. (Side note: hunters vs. farmers is a different beast – if you need help there, take our Sales Personality Quiz.)
Here’s a detailed explanation of the difference:
If you’re looking to improve your sales team’s performance, take a look at the Sales Development Playbook for more detailed tips on to help your team shine: