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
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
Compensation Section 5 “96%Of SDRs Receive A Base Salary + Commission” Average SDR Compensation 33 39
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
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 OTE is just shy of $70k.” Key Takeaways Section 6
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