Setting Goals for SDRS

Below are some key takeaways for the B2B SDR Research Study.

Setting Goals for SDRS- Where do SDR Groups Report

• 90% of SDRs that focus on outbound activities report to the sales team
• 61% of blended SDRs (inbound and outbound) report to the sales team
• 53% of SDRs that focus on inbound activities report to the sales team

Setting Goals for SDRS- What is the Primary Responsibility of the SDR Team

• Inbound activities, 6%
• Outbound activities, 20%
• Dedicated inbound and outbound teams 25%
• Blended (inbound and outbound) 49%

Setting Goals for SDRS – Primary Metric for SDRs

• Setting introductory meetings 37%
• Setting semi-qualified meetings 31%
• Passing fully qualified opportunities 32%

Setting Goals for SDRS – Average SDR Ratios

• 1 SDR for each AE, 18%
• 1 SDR for every 2 AEs, 29%
• 1 SDR for every 3 AEs, 15%
• 1 SDR for every 4 AEs, 9%
• 1 SDR for every 5 AE, 18%
• Multiple SDRs for 1 AE, 11%

Setting Goals for SDRS – SDR Reps in Multiple Locations

• <$5M, 36%
• $5M-19M, 34%
• $20-49M, 49%
• $50-99M, 63%
• $100-249M, 61%
• $250M+, 70%

Top Locations for SDR Functions

• California
• New York
• Colorado
• Texas
• Massachusetts
• Georgia
• Oregon
• North Carolina
• Illinois

Setting Goals for SDRS – Primary Factor to Create SDR Territories

• Geography, 72%
• Named Accounts, 40%
• Verticals, 31%
• Round Robin, 20%

Setting Goals for SDRS – SDR Attrition Rates

• Less than 10% attrition, 8%
• 10% – 29% attrition, 48%
• 30% – 49% attrition, 23%
• 50% – 69% attrition, 9%
• 70% – 89% attrition, 3%
• 90%+ attrition, 9%

Total Attrition Rates for SDRs

• Companies with less than $20M in annual revenues, 54%
• Companies with $20M-$99M in annual revenues, 36%
• Companies with $100M+ in annual revenues, 30%

Involuntary Attrition Rates for SDRs

• Companies with less than $20M in annual revenues, 32%
• Companies with $20M-$99M in annual revenues, 22%
• Companies with $100M+ in annual revenues, 19%

Voluntary Attrition Rates for SDRs

• Companies with less than $20M in annual revenues, 22%
• Companies with $20M-$99M in annual revenues, 15%
• Companies with $100M+ in annual revenues, 11%

Setting Goals for SDRS – Average SDR Compensation

• Base Salary, $48K
• OTE, $75K
• Mix, 64%-36%

SDR OTE As a Function of Company Revenues

• Company revenue <$5K, $69K
• Company revenue $10-24K, $70K
• Company revenue $25-49K, $74K
• Company revenue $50-99K, $75K
• Company revenue $100K+, $81K

Factors Impacting SDR Variable Compensation

• # of activities
• # passed
• # accepted
• $ won

Setting Goals for SDRS – Monthly SDR Quotas – Introductory Meetings

• Meetings Passed, 21
• Meetings Converted, 11

Monthly SDR Quotas – Fully Qualified Opportunities

• Opportunities Passed, 15
• Opportunities Converted, 10

Setting Goals for SDRS – SDR Quota Attainment

• Less than 50% quota attainment, 18%
• 50-59% quota attainment, 14%
• 60-69% quota attainment, 16%
• 70-79% quota attainment, 23%
• 80-89% quota attainment, 18%
• Greater than 90% quota attainment, 12%

Setting Goals for SDRS – Amount of Pipeline Sourced by SDRs

• <$1M, 9%
• $1-1.99M, 22%
• $2-2.99M, 25%
• $3-3.99M, 17%
• $4-4.99M, 18%
• $5-5.99M, 7%
• $6M+, 2%

Number of Dials Per Day Per SDR

• 2010, 47
• 2012, 56
• 2014, 52
• 2016, 46
• 2018, 45

Quality Conversations Per Day Per SDR

• 2014, 8
• 2016, 5.8
• 2018, 5.1

Attempts per Prospect Per SDR

• 2010, 4.7
• 2012, 5.6
• 2014, 7.3
• 2016, 8.2
• 2018, 9.1

Setting Goals for SDRS – Monthly Spend on Technologies to Support SDRs

• <$100, 10%
• $100-249, 31%
• $250-499, 27%
• $500-999, 26%
• $1000+, 6%

Setting Goals for SDRS – SDR Manager Compensation

• Companies with revenues <$5M, $121K
• Companies with revenues $5-49M, $125K
• Companies with revenues $50-99M, $127K
• Companies with revenues $100-249M, $127K
• Companies with revenues $250M+, $131K

SDR Director Compensation

• Companies with revenues <$5M, $140K
• Companies with revenues $5-49M, $163K
• Companies with revenues $50-99M, $161K
• Companies with revenues $100-249M, $178K
• Companies with revenues $250M+, $197K

SDR VP Compensation

• Companies with revenues <$5M, $200K
• Companies with revenues $5-49M, $204K
• Companies with revenues $50-99M, $200K
• Companies with revenues $100-249M, $216K
• Companies with revenues $250M+, $260K

Setting Goals for SDRS – Top SDR Management Challenges

• Productivity/performance
• Coaching & development
• List & data sourcing
• Recruiting & hiring On-going training
• Motivation
• Metrics/reporting (collection, interpretation)
• Ramp & on-boarding Compensation (optimizing, planning)
• Retention
• Technology (selection, maximizing use)

Additional Marketing Automation & Predictive Marketing Resources From Four Quadrant

Strategic Account Plan Template >>

Free Go to Market Templates >>

Quick Reference Sales Card >>

Charts, Stat’s & Graphics for Sales >>

QBR Presentation Template >>

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