10 Outbound Sales Benchmarks from 100+ SaaS Teams

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1. Work downward. If opens are strong but reply rates are below 3%, the problem is messaging -- check readability, length, and relevance. If replies are strong but meetings are below 1%, you have a CTA or scheduling friction problem. “If your SDRs are logging 100+ activities per day but booking fewer than 8 meetings per month, the problem is targeting or messaging quality, not effort.” Verify the economics. Even if activity metrics look good, confirm your LTV:CAC ratio is above 3:1 and pipeline coverage is at 3-5x. Strong activity with poor economics is a treadmill, not a growth engine.

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