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tags: Week 1, H3, M3
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# Sales roles: responsibilities within the sales funnel

By now you should be familiar with the concept of a sales funnel.

Let's now look at how the roles and responsibilities of sales professionals are distributed depending on each stage in a modern sales organization.

Please note: roles and responsibilities are not 100% standardized. They will vary depending on each company.

Here's an example of different roles within a typical SaaS sales team.


## Roles at each stage of the sales process
In the following video, Jocko will explain. the main roles and positions in sales and their responsibilities along the sales funnel.

To make it easier for you to follow, here is what the abbreviations in the video stand for:
- SDR: Sales Development Representative
- AE: Account Executive
- SMB: Small and Medium Business
- Enterprise: Large companies
- VSB: Very Small Businesses

::: warning
*p.s. you might notice that Jocko's sales funnel doesn't stop at closing stage. He also includes what happens after you have won a customer: onboarding and up or cross-selling. The last two activities are done by customer success employees. Keep in mind: each organization may define the stages of their funnel differently, according to their philosophy, product, and customer set.*
:::
Take it away Jocko!

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