On average, SDRs are responsible for generating between 30% and 45% of the sales funnel volume at B2B SaaS companies—a statistic that explains why the SDR function is more valuable than ever before and makes the race to hire quality SDRs very fierce.
Bridge Group found that the median funnel generated per SDR is $3 million per year. There is significant variation between companies, with some generating less than $750,000, while top performers generate over $10 million per SDR per year.
So now that we understand the importance and value of the sales development function, what activity and performance levels can you expect from your sales development team, and the SDR metrics you should be measuring?
Key Performance Metrics for Incoming SDR Teams
First, we need to differentiate between inbound japan mobile database and outbound managers. Inbound SDRs (also known as BDRs, LDRs, or MDRs - see the lexicon below to break down the acronyms) will focus on following up on leads generated by marketing, who often need additional qualification and research to assess whether they are a potential buyer and fit your company's ICP.
According to our internal benchmark, inbound SDRs can process an average of 15 leads per day. These can come from any source: document downloads, demo requests, event attendees, website requests, webinar registrations, etc.