--- title: Friday Sales Memo | Episode 9 description: The SDR role is hard. Shabri Lakhani talks about the three key issues with sales development right now. And how sales leaders can address them. --- [ BACK ](https://www.kaspr.io/prospecting-on-demand) #### Friday sales memo # The three biggest issues with sales development The SDR role is hard. I’ve said it so many times. It’s a role that constantly has to adapt to the changing environment.    That being said, some key issues need to be addressed. Owen Richards, Founder and CEO of Air Marketing, highlighted these in more detail when we spoke to him on the podcast. [ ![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/Friday%20sales%20memo/EN-friday-sales-memo-three-issues-with-sales-development.webp) The three big issues with sales development 02:19 ](https://www.kaspr.io/pod-friday-sales-memo-9#video-modal-dnd_area_dnd_partial_1_module_6) ### More episodes in this series [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/Friday%20sales%20memo/EN-friday-sales-memo-activity-shouldnt-be-north-star.webp) Activity shouldn't be a North Star metric for reps 02:45 ](https://www.kaspr.io/pod-friday-sales-memo-17) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/Friday%20sales%20memo/EN-friday-sales-memo-breaking-down-great-cold-outreach.png) Breaking down great outreach 02:49 ](https://www.kaspr.io/pod-friday-sales-memo-18) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/Friday%20sales%20memo/EN-friday-sales-memo-emails-that-get-replies.webp) Emails that get replies 02:07 ](https://www.kaspr.io/pod-friday-sales-memo-16) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/Friday%20sales%20memo/EN-friday-sales-memo-hiring-experienced-sdrs.webp) Hiring experience SDRs only 01:16 ](https://www.kaspr.io/pod-friday-sales-memo-12) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/Friday%20sales%20memo/EN-friday-sales-memo-if-I-was-an-sdr-today.webp) If I was an SDR today... 02:19 ](https://www.kaspr.io/pod-friday-sales-memo-15) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/Friday%20sales%20memo/EN-friday-sales-memo-my-advice-to-sdr-managers.webp) My advice to new SDR managers 02:49 ](https://www.kaspr.io/pod-friday-sales-memo-14) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/Friday%20sales%20memo/EN-friday-sales-memo-my-advice-to-new-sdrs.webp) My advice to new SDRs 01:19 ](https://www.kaspr.io/pod-friday-sales-memo-11) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/Friday%20sales%20memo/EN-friday-sales-memo-three-issues-with-sales-development.webp) The three big issues with sales development 02:19 ](https://www.kaspr.io/pod-friday-sales-memo-9) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/Friday%20sales%20memo/EN-friday-sales-memo-buillding-your-personal-brand.png) Two top tips to building a personal brand on LinkedIn 02:29 ](https://www.kaspr.io/pod-friday-sales-memo-19) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/Friday%20sales%20memo/EN-friday-sales-memo-whats-working-in-outbound.webp) What's working in outbound? 01:47 ](https://www.kaspr.io/pod-friday-sales-memo-13) ### Videos that are trending [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/everything%20is%20sales/EN_YouTube-thumbnail-EIS-episode-12.png) How to build a personal brand 30:02 ](https://www.kaspr.io/pod-everything-is-sales-episode-12) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/Teach%20me%20outbound/teach-me-outbound-ep-2.webp) I hit 220% quota in 9 months 14:55 ](https://www.kaspr.io/pod-teach-me-outbound-2) [![Youtube thumbnail - SomeBlock EP 1.1](https://www.kaspr.io/hubfs/Youtube%20thumbnail%20-%20SomeBlock%20%20EP%201.1.png) Markets, Objections & Action Plans | Ben Mouquet | SomeBlock Ep. 1 ☀️ 1134 ](https://www.kaspr.io/pod-someblock-1) [![](https://www.kaspr.io/hubfs/Thibuat_thumbnail_1.png) My daily prospecting strategy 06:52 ](https://www.kaspr.io/use-cases/how-i-use-kaspr-to-prospect) [![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/Cold%20call%20blueprint/cold-calling-blueprint-horizontal%20(1).png) ![](https://www.kaspr.io/hubfs/Video%20hub%20thumbnails/vertical-placeholder.jpg) Preparing for cold calls 00:59 ](https://www.kaspr.io/pod-cold-calling-blueprint-1) [![morgan-reacts-episode-1-updated-compressed](https://www.kaspr.io/hubfs/morgan-reacts-episode-1-updated-compressed.jpg) The perfect cold call? | UK’s Most Hated Sales Trainer 10:07 ](https://www.kaspr.io/pod-morgan-reacts-2) ### If you prefer reading, try these ![15 Free Sales Tools Every SDR Needs In Their Tech Stack-festured-image](https://6052405.fs1.hubspotusercontent-na1.net/hubfs/6052405/2023%20-%20Blog/EN%20SEO%20blogs%20%28Money%20keywords%29%20%5B+%20FR,%20ES%20and%20DE%20variations%5D/Free%20sales%20tools/EN_free-sales-tools-card.webp) Sales 18 November 15 Free Sales Tools Every SDR Needs In Their Tech Stack ![8 Best Email List Cleaning Services [+ What to Look For]-festured-image](https://6052405.fs1.hubspotusercontent-na1.net/hubfs/6052405/2023%20-%20Blog/EN%20SEO%20blogs%20%28Low-hanging%20fruit%20keywords%29/Best%20email%20list%20cleaning%20service/EN_best-email-list-cleaning-service-card-min.jpg) SDR Tools 1 October 8 Best Email List Cleaning Services [+ What to Look For] SDR Tools 12 September 9+ Best Chrome Extensions For Finding Phone Numbers ![](https://px.ads.linkedin.com/collect/?pid=4152802&fmt=gif) ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Organization", "name" : "Kaspr", "url" : "https://www.kaspr.io/" }, "datePublished" : "2023-10-16", "description" : "The SDR role is hard. 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