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SDR Benchmarks
The document presents survey results from 21 respondents about Sales Development Representatives (SDRs), including company size distribution, SDR count, and SDR to sales rep ratios. It highlights that SDR quotas are primarily based on converted meetings, with an average ramp-up time of 2 months for new SDRs, and most SDRs engage in allbound marketing. Additionally, it discusses team and compensation structures for SDR teams.
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SDR Benchmarks
- 1. 1 | ©All rights reserved to Viola 20201 | © All rights reserved to Viola SDR Benchmarks Nov 2020
- 2. 2 | ©All rights reserved to Viola 2020 Sample Description 21 Respondents 14% 57% 19% 10% 14% 0-50 employees 57% 51-200 employees 19% 201-600 employees 10% 601-1000 employees Company size distribution
- 3. 3 | ©All rights reserved to Viola 2020 How Many SDRs in Your Company? 57% 24% 19% 57% 1-5 SDRs 24% 6-10 SDRs 19% 11+ SDRs
- 4. 4 | ©All rights reserved to Viola 2020 SDR to Sales Rep Ratio 20% 15% 10% 35% 5% 10% 5% 1 SDR to 0.5 sales rep 1 SDR to 1 sales rep 1 SDR to 1.5 sales rep 1 SDR to 2 sales rep 1 SDR to 2.5 sales rep 1 SDR to 4 sales rep 1 SDR to many
- 5. 5 | ©All rights reserved to Viola 2020 SDR Quota is Mostly Based On Converted Meetings 61% 19% 5% 5% 5% 5% 61% Converted meeting (opportunities) 19% Meetings (both converted and not) 5% Booking/revenue 5% Both booking and revenue 5% Pipeline creation in ARR ($) 5% Based on converted meetings, possibly with an uptick in revenue
- 6. 6 | ©All rights reserved to Viola 2020 Average Ramp-Up Time for New SDRs: 2 Months 33% 52% 15% 33% 1 month 52% 2 months 15% 3 months
- 7. 7 | ©All rights reserved to Viola 2020 AlmostAll SDRs PracticeAllbound Marketing 95% 5% 95% Allbound 5% Outbound only
- 8. 8 | ©All rights reserved to Viola 2020 SDR Monthly Quota (in Number of Meetings) 28% 28% 11% 11% 22% 28% 1-5 28% 6-10 11% 11-15 11% 16-20 22% 20+
- 9. 9 | ©All rights reserved to Viola 2020 SDR Team and Compensation Structure 13 out of 21 respondents have team leads who manage 3-11 SDRs. 4 of the respondents reported team quota targets for their team leads, 1 reported personal quota only, and 1 reported an 80/20 mix (personal/team). Few respondents indicated extra commission for closed won opportunities.