Sales is known for using a variety of acronyms in their day-to-day communications. It can be quite confusing at times. Further complicating matters, there are abbreviations for different sales roles too. Struggling to know who’s who in sales organizations and what responsibilities each holds? Here’s a listing of inside sales role acronyms, grouped by actual job type, including what they mean and what each does:
There are two types of roles in the lead qualification category. Those that focus their efforts primarily on inbound leads and those that focus on identifying and qualifying outbound leads. They do not close deals. These lead qualification positions are solely responsible for creating and qualifying new sales opportunities to hand off to closers. Doing so allows deal closers to focus their efforts on creating revenue.
These qualifiers contact their prospects through a variety of channels including email, social media, and phone calls. Their success is often measured based on metrics such as quantity of emails and phone calls. Number of qualified leads passed to closers and appointments set with these leads may also be tracked to evaluate their success. To optimize call volume and efficiency, dialers and automated CRM activity logging are often used.
Inbound qualifiers focus their efforts on inbound leads. Their lead sources include web form submissions, downloads of marketing content such as e-books and white papers, plus those from webinars and trade shows. They also handle inbound calls from marketing ads. Having customer intent data handy can improve results for these reps by providing them with valuable intel. The following are their most common titles:
ISR – Inbound Sales Rep
LDR – Lead Development Rep
LRR – Lead Response Rep
MQR – Marketing Qualification Rep
MRR – Market Response Rep
These qualifying representatives work off a targeted list of potential prospects to develop new sales opportunities from cold or inactive accounts. They spend their time researching prospective companies, identifying leads within these accounts, contacting these leads, and qualifying them. When communicating with these leads, personalization really improves results. They are often known by the following names:
ADR – Account Development Rep
SDR – Sales Development Rep
BDR – Business Development Rep
These are quota-carrying reps who receive hot prospects from lead qualification reps and work them until they close the deal. It is often recommended that closers stay in touch with new customers, after the close, throughout the set up and launch process to ensure a smooth transition.
AE – Account Executive (a.k.a. closer or salesperson)
SE – Sales Executive
ISR – Inside Sales Rep
Management of current customers
Like those in the lead qualification reps, there are two types of reps under “management of current customers”. One focuses solely on retention while the other also grows accounts through cross-selling and up-selling.
These reps launch new clients and assist them with their ongoing requirements to promote satisfaction and success to ensure renewals. Their goal is to help their customers get more value from their product through hands-on help, education, and training. They are identified by the following titles:
CSR – Customer Success Rep
CSM – Customer Success Manager
CSE – Customer Success Executive
CSE – Customer Support Executive
Retention and growth
These reps carry a quota. They perform all the retention processes and pursue cross-sell/up-sell opportunities to grow their accounts. They do so through a variety of methods such as email, phone calls, web presentations, and social media. Below are the most common titles for this position:
AM – Account Manager
AR – Account Rep
One thing all these reps must do is communicate effectively with their prospects and customers. A best practice to sharpen their pitch is to routinely listen to their own call recordings and those of other successful team members. Tracking metrics is also an excellent practice to ensure they’re on track to hit their numbers. Of course increased efficiency is necessary for success in all these roles. Sales process automation is a great way for these reps to accomplish this.
Although this list is extensive, there is an ever-growing variety of creative titles assigned to inside sales roles.