The SDR role is changing.
AI tools are shifting the workflow. Pipeline contribution is under pressure. And leadership teams are watching cost per qualified opportunity more closely than ever. That raises a practical question: What does a high-performing Sales Development model actually look like today?
Our SDR Models & Metrics research is designed to answer exactly that.
For nearly two decades, we’ve surveyed revenue leaders to understand how sales teams structure the SDR role and what performance actually looks like in the field. We’ve now launched the 11th edition of the study, and we’re inviting leaders to participate.
Three Questions are Driving This Year's Study
1. How is AI shifting sales development?
AI tools are showing up everywhere in the workflow— research, prospecting, AI SDRs, etc. But the real question isn’t whether teams are experimenting with AI. It’s whether AI is actually changing productivity, performance, and expectations.
2. What are the new unit economics?
Companies are evaluating whether the combined expense of SDR salaries, commissions, overhead, tool stacks, etc. justify the downstream pipeline generated.
3. How are GTM models adapting?
The current selling environment has pushed many organizations to rethink the SDR role. We’re seeing changes in:
- Models & motions
- Fully autonomous vs. human-in-the-loop
- Inbound and outbound realignment
- Org structure, talent, and career path
- Pipeline generation expectations
This year’s research will capture how those adjustments are playing out across the market.
A Six-Minute Survey
If you lead or operate an SDR team, we’d value your input. The survey takes about six minutes, responses are anonymous, and results are reported only in aggregate.
As with all of our research, the goal is straightforward: Provide practical benchmarks revenue leaders can actually use. Please take the survey here.