There's been a shift in the role of sales development reps (SDRs) over the past decade, with buyers having more information than ever before. SDRs need to change their approach to capture buyer interest and add value. The ultimate goal of an SDR is to generate more qualified leads for a sales organization, which drives more revenue and shortens deal cycles. However, many SDRs focus on hitting their quota rather than understanding the impact of their work. SDRs should ask themselves if their approach generates more and better-qualified leads, drive more revenue, and shorten deal cycles. Hitting quota isn't the end goal; becoming a consistent top-performing SDR is crucial for career advancement. Most SDRs aren't ready to be successful in closing roles with less than 15 months of experience, so they should focus on skill development and maximizing business impact rather than their "promotion timeline." There's more to achieving success in a closing role than just qualifying opportunities; identifying key skills and shadowing closing reps sets qualified SDRs apart from other candidates. By reframing their approach and focusing on these key points, impatient SDRs can become more successful in the long run.