"BDR/SDR Metrics and Quota Math: Dials, Connects, ...

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1. Frequently Asked Questions About BDR/SDR Metrics and Quota Math “Work backward through your funnel. Take held meetings needed, divide by held rate to get booked meetings, divide by conversation-to-meeting rate to get conversations, divide by connect-to-conversation rate to get connects, divide by dial-to-connect rate to get total dials, then divide by working days.” 15-25% is the typical range, with 18% as a reasonable team average. Below 12% usually means a list quality or call window problem, not a rep skill problem. Above 25% means your list is unusually clean or your reps have strong mobile coverage and disciplined dialing windows.

   In Funnel math

2. Most BDR funnels die at the definitional layer. Two reps say "I had 40 conversations this week" and mean two completely different things. Before any math, agree on what counts. “Meeting Held The prospect actually shows up. Reschedules count if they happen within 14 days.” Email follows a parallel funnel: sends → opens → replies → meetings booked. Most teams track them separately and combine at the meetings-booked stage. Same logic applies to the math.

   In Quota crediting rules

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