When looking to outsource sales talent, many people assume that business development representatives (BDRs) and sales development representatives (SDRs) are the same.
Both roles focus on pipeline creation, and both are critical to revenue growth, but they operate at different stages of the buyer journey and require separate skills. Understanding those differences helps set clear expectations and ensures the right people are in the right seats.
What Is a BDR?
A BDR is an entry-level sales professional focused on creating new business opportunities through outbound prospecting. They’re often early in their careers – recent graduates or sales associates looking to gain experience in lead generation and outreach.
A BDR’s work happens before the buyer’s journey begins. They’re hunters who help build pipeline from the ground up, so their job requires curiosity, resilience, and comfort with rejection.
Key BDR responsibilities include:
- Researching and targeting new accounts and decision-makers
- Making first contact with personalized messages via phone, email, or social media
- Booking meetings or introductory calls for the sales team
- Capturing market and competitive insights to inform strategy
What Is an SDR?
An SDR is a more experienced sales professional responsible for managing and qualifying leads that already show interest. SDRs are usually a step above BDRs in training, skill, and tenure – often with two to four years of experience and a proven track record in discovery and pipeline management. Their role operates inside the buyer’s journey, guiding leads through the sales process until they reach the closing stage.
Key SDR responsibilities include:
- Evaluating inbound or pre-qualified leads for fit
- Having discovery calls and uncovering prospect needs
- Scheduling demos and advancing opportunities to account executives
- Tracking lead progress within the CRM
SDRs often report into sales because they’re responsible for qualification and pipeline health. They’re evaluated on conversion rates, response time, and the volume and quality of leads passed on to closers. Since this position calls for more advanced selling skills and a greater depth of product knowledge, SDRs are usually paid more than BDRs.
Why the Distinction Matters
When roles blur, so do expectations. Tasking a BDR with full pipeline management or asking SDRs to generate cold leads creates misalignment that affects performance and morale. The result is often frustration on both sides and slower return on investment.
Defining the difference upfront helps you staff smarter, measure results accurately, and avoid turnover. In practice, BDRs and SDRs are complementary, not interchangeable. And understanding that distinction lays the groundwork for more productive outcomes.
How the Right Talent Partner Sets You Up for Success
For many organizations, working with an experienced outsourcing partner is a smart way to grow a stronger, more scalable sales foundation. It provides immediate access to talent, structure, and support – without the time and expense of building an internal program from scratch.
The most effective partners specialize in sales and fully manage the process by:
- Recruiting and vetting talent based on your needs and industry focus.
- Directing candidates to your company for interviews and final approval.
- Employing, training, and coaching new reps with proven methods, while ensuring they represent your brand, know your systems, and understand your priorities.
- Tracking performance, managing daily activity, and providing consistent feedback.
- Offering the option to hire directly after about a year, when they’re fully up-to-speed and ready to work as a full-time team member on your organization's payroll.
Whether you’re looking for a BDR or an SDR – or both roles – having a strategic partner helps support your growth goals and surface more sales opportunities by engaging ideal accounts.
