Sales Development playbook for 2026

The SDR Role in 2026

The Sales Development AI gap is coaching

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How to Succeed Fast as a New SDR: Lessons from an Orum sales rep

How Orum Supercharges Sales Efficiency to Drive Profitability

Boost key sales metrics


Orum automates processes, informs sales strategies, and connects essential data.


 <a href="https://www.orum.com/request-demo" target="_blank">Request a demo</a>

Top sales challenges (and how to fix them)

5 Top Sales Challenges (and how to fix them)

Make every touchpoint count


Orum gives your salespeople real-time insights, AI-powered dialing, and automated follow-ups, so they can reach the right prospects at the right time.


 <a href="https://www.orum.com/request-demo" target="_blank">Request a demo</a>

💡 Pro tip

Optimizing for better customer satisfaction is a never-ending process. Your customer support needs to fix issues efficiently and with care and prevent them from happening. Set up milestone check-ins after onboarding, monitor early usage patterns, and use AI-driven insights to flag disengaged accounts.

Pro tip

💡 Pro tip

Don’t stop at “closed-won.” The best customer journey maps extend beyond the sale into onboarding, adoption, and advocacy. If your SaaS product is sticky and delivers value quickly, your sales team will create upselling and cross-selling opportunities easier. If the product is loved, you can also expect new customers through referrals. With the right approach, you’ll be able to continuously increase customer lifetime value.

🧠 Good to know: Customer experience ≠ user experience

Customer experience (CX) is the entire journey a customer has with a company, from the first touchpoint to post-purchase support.
User experience (UX) is focused specifically on how a customer interacts with a SaaS product.
CX is broader, covering sales, service, and brand perception, while UX is about usability, design, and functionality.

Good to know

Guide to Building a B2B SaaS Customer Journey Map in 6 Steps

Use AI to increase pick-up rates, automate tasks, and enhance call quality.


Get your reps into more conversations with Orum’s AI dialing platform.


 <a href="https://www.orum.com/request-demo" target="_blank">Request a demo</a>

How AI-Powered Dialers Impact Cold Calling & Increase Your Pipeline

Use AI and automation to set data-based quotas


With Orum, you can set smarter quotas, track progress in real-time, and help your team outperform its targets.


 <a href="https://www.orum.com/request-demo" target="_blank">Request a demo</a>

💡Pro tip


Pull sales
 <a href="https://www.orum.com/blog/quota-attainment" target="_blank">quota attainment</a> data from the last 12-18 months and map out trends. Then, use these insights from this specific period to set targets that reflect actual performance patterns.

Pro Tip

💡Pro tip


Layer external data onto your internal trends. If conversion rates are dropping industry-wide, adjust your sales quotas accordingly. Don’t jump to conclusions and assume your sales reps are underperforming.

💡Pro tip


Segment your sales reps based on experience, region, and pipeline strength. Set quotas that push and motivate them without overwhelming them. This data will also help you create fair compensation plans.

💡 Pro tip


Integrating your CRM with Orum makes your sales process smoother and more efficient. Customer data updates automatically, so your team can focus on key revenue goals, spending less time on manual admin tasks and focusing more on actually closing deals.

💡 Pro tip

One-size-fits-all training doesn’t work. A sales rep struggling with objection handling needs different support than one struggling with prospecting. Tailored coaching drives sales enablement—so make sure your coaching plans are backed by data.

🧠 Did you know?


On average, reps have a 6% higher conversation rate when they dial in the Orum’s Salesfloor.

Did you know?

💡 Pro tip


Speed matters for any sales organization. Orum’s Dialer automates outreach and connects reps with live prospects instantly, helping them refine their pitch through higher call volume and better real-time feedback.

💡 Pro tip


For profit quota, combination quota, forecast quota, and revenue quota, tracking how current sales activities translate into closed deals is extremely important. If reps are hitting activity goals but missing revenue targets (or vice versa), it’s time to reassess your targets.

Blog

Futureproofing Sales Development: How Rubrik sustains a Calling Culture

All Articles

How to Succeed Fast as a New SDR: Lessons from an Orum sales rep

How Orum Supercharges Sales Efficiency to Drive Profitability

Top sales challenges (and how to fix them)

Guide to Building a B2B SaaS Customer Journey Map in 6 Steps

How AI-Powered Dialers Impact Cold Calling & Increase Your Pipeline

Sales Quotas: Using Data to Set, Track & Exceed Goals

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