Never Missing a Lead: Placing a Remote Sales Development Representative with a Wisconsin Design-Build Firm
- Client
- Lakeshore Design + Build (name changed)
- Industry
- Design-Build
- Location
- Wisconsin
- What we built
- A vetted remote Sales Development Representative (SDR), deployed to support the in-office sales team
The Situation
Lakeshore is a design-build company that takes residential projects from the first design consultation through construction. New business starts with homeowner inquiries from their website, referrals, and other sources.
Every inquiry needs a quick response, a few questions to see if it's a good fit, and a booked consultation. That work was falling on the same people who also run consultations, prepare proposals, and close deals.
The Problem
When the sales team got busy, follow-up slowed down. Some leads waited days for a reply, and some were never contacted again after the first call. In home improvement, a homeowner who doesn't hear back quickly often moves on to another company.
The team didn't need another closer. They needed someone dedicated to the early part of the process: responding fast, qualifying leads, and getting the right homeowners onto the calendar.
What We Built
We found, vetted, and deployed a remote Sales Development Representative (SDR) to support Lakeshore's in-office sales team. The SDR handles first contact and follow-up, while the sales team keeps leading consultations and closing deals.
Defining the role
We worked with leadership to map their lead sources, describe their ideal client, and outline exactly how a new inquiry should move to a booked consultation.
Vetting experienced candidates
We searched for SDRs with proven sales or lead generation experience, familiarity with home improvement or construction, and strong communication skills.
Testing real skills
Shortlisted candidates completed a role-play phone call and a written follow-up based on real lead scenarios, so we could hear how they would represent the brand.
Interviews with the team
We ran screening interviews first, then introduced the strongest candidates to Lakeshore's team for a final interview, so the client made the final choice.
Smooth onboarding
We set up CRM access, call scripts, and email templates, and scheduled weekly reviews between the SDR and the sales lead.
Clear division of work
The in-office sales team leads consultations, proposals, and contracts. The SDR handles new lead follow-up, qualifying, booking consultations, and keeping the CRM up to date.
The Results
What changed for the team:
- Every new lead now gets a prompt, consistent follow-up.
- The sales team spends its time on qualified homeowners who are ready to talk.
- More consultations get booked without adding in-office staff.
- The CRM stays current, so leadership has a clearer view of the pipeline.
- Because candidates were vetted and tested in advance, the SDR was productive quickly.
The Takeaway
Leads are expensive to win and easy to lose. By adding a vetted remote SDR who focuses on fast follow-up and qualifying, we helped Lakeshore turn more inquiries into consultations while letting their sales team do what it does best: closing.
Client name has been changed to protect client confidentiality.