Best Practices for Managing SDRs: How to Build and ...

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1. The survey is dominated by SaaS companies, and while it’s well worth the read, our favorite findings are below. “The Goal of Your SDRs Should Be to Fill Calendars.” Some SDR teams focus on setting introductory meetings for sales reps/account executives while others take it a step further and try to provide interested prospects, known as qualified opportunities.

   In Team and roles

2. Know the Average Quota of an SDR “The average quota of an SDR is 21 meetings set or 13 qualified opportunities per month.” Obviously quotas vary widely, based on ACV/deal size as well as whether your SDRs are focused on outbound marketing or inbound cultivation, the size of company they’re calling on, maturity of the market, etc. Make sure quota is attainable, otherwise, you’ll dis-incentivize reps and burn them out. On average, 68% of reps hit quota.

   In SDR compensation benchmarks

3. The average quota of an SDR is 21 meetings set or 13 qualified opportunities per month. “Make sure quota is attainable, otherwise, you’ll dis-incentivize reps and burn them out.” Have Your SDRs Meet or Exceed Dials and Conversations

   In SDR quota setting

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