Sales development representatives (SDRs) perform the prospecting part of sales processes, setting up meetings and demos, qualifying leads, and identifying sales opportunities. As the roles of account executives (AEs) are responsible for closing deals at the tail end of the buyer's journey, SDRs are responsible for the front end of the journey, setting the table for AEs to succeed. Let's walk through one of the great tools available to managers for improving SDR performance, as well as the handoff between Marketing and Sales, SDRs and AEs.