The State Of Sales Development
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44%SDR Teams That Do Global Outreach 12 15 “Geographic Location 40% Named Accounts 34% Size (Revenue / Employee Count) 11% Other 15%” Yes 35% No 65% Cold Outreach 80% Marketing Generated Inbounds 19% Cross Selling 1% 14 How Do SDRs Primarily Source Opportunities? Do you have separate teams for inbound and outbound sales development? 17
Yes 35% No 65% Cold Outreach 80% Marketing Generated Inbounds 19% Cross Selling 1% 14 How Do SDRs Primarily Source Opportunities? Do you have separate teams for inbound and outbound sales development? 17 “Round robin to the entire team 24% They are paired directly with 1 AE 34% They are placed into a pod of 2-3 AEs and distribute opportunities across that pod 24% Other 18%” Outsourced Sales Development No 51% Yes 49% Never Used 59% Used and had a poor experience 23% Used multiple with mixed results 14% Used and had a positive experience 4% 15 Has your company ever used an outsourced sales development service? If so what was your experience? Would you ever consider using an outsourced sales development service? 19
Most Heavily Relied On Technologies Salesforce 26% Outreach 23% SalesLoft 21% LI Sales Navigator 15% Hubspot 9% ZoomInfo 5% 16 20 “➔ 74% of companies are comfortable hiring SDRs with little to no work experience — most new hires have less than 12 months experience” Performance Section 3
In Hiring SDRs
Experience &Tenure None 15% <6 Months 29% 6 - 12 Months 30% 12 - 24 Months 21% 24+ Months 5% 21 Average SDR Experience 26 “Account Executive 77% Account Manager 5% SDR Manager / Team Lead 9% Other 4% None 3%” <90% 78% 90% - 100% 22% 22 For the ex-SDRs who have moved into AE roles, what percent are hitting quota? 28
Average SDR Compensation 33 39 “Average Target CPM $551 Average Real CPM $897” 1 - 6 Months 18% 7 - 12 Months 49% 13 - 18 Months 28% 19+ Months 4% 35 CAC Payback Period By SDR 41
1:1 3% 2:1 12% 3:1 20% 4:1 18% Unknown 48% 1:1 6% 2:1 16%3:1 9% 4:1 14% Unknown 54% Actual LTV:CAC Breakdown by SDR Target LTV:CAC Breakdown by SDR 42 “Average base salary is just shy of $50k” Key Takeaways Section 6
Remote work does not seem to have a major impact on quota attainment 52 “Experience does appear to play a role in SDR success.” Requiring a college degree doesn't have a significant impact on SDR performance 54
In Hiring SDRs
Teams with a 5:1 or higher SDR:Manager ratio consistently performed above average. With the same sample size, teams with a 5-7:1 ratio outperformed 3-5:1 ratio teams by 4x 56 Total 56 Total 44 Total 19 Total5 Total 56 “A $48,000 base salary seems to be the sweet spot for SDR performance.” Between $60,000 and $77,000 OTE seems to be the sweet spot for SDR performance. 2x as many companies hit quota at $60,000 OTE than at $80,000 OTE $77,000 Sharp drop 12 2424 12 58
A $48,000 base salary seems to be the sweet spot for SDR performance. $48,000 57 “Between $60,000 and $77,000 OTE seems to be the sweet spot for SDR performance.” Thank You