Reporting to sales. 64% of SDR’s report to the head of sales as opposed to marketing. However, “60% of inboundteams report to Marketing. This makes inbound groups 2.1 times as likely to report to Marketing as hybrid groups and 4.0x as likely as outbound groups.”
The quality of meeting. “As a rule of thumb, you should deploy an introductory meeting charter when the market for your product is immature and/or when your Account Executives are suffering from “empty calendar syndrome.” If your sales team is screaming for more “at-bats,” then break glass and set meetings. Conversion rates, qualification criteria, and cost per meeting all go out the window when AEs calendars are anemic. On the other extreme, if your AEs are drowning in pipeline, then a fully qualified opportunity charter is appropriate to ensure each new opportunity has been vetted for qualification.”
Promotion programs are ubiquitous. “The overwhelming majority (96%) of companies offer at least one form of SDR career path. More than half (64%) offer two or more.” Reps spend a median of 16 months in the SDR role before promotion.
Activity. SDR’s do 104 total activities of which 40 are calls, 40 are emails, and 16 are Linkedin. This activity results in 3.6 quality conversations per day. This is way down over time, when there were 8 QC’s per day in 2014. Those SDR teams that are phone-centric versus email report 1.4x more quality conversations per day. The typical rep makes 11.3 attempts at contacting a lead before giving up; this is up from 7.3 in 2014, and “this figure has been on the rise for a decade. As buyers have become harder to reach, reps have increased their persistence in lock step.”
Rep to leader ratio. The number of SDRs reporting to a manager is 8 on average. The leader comp is $137k on average.