At long last, we are publishing our SDR Metrics & Compensation Report. I want to thank the 222 technology companies that participated. In this report, we compiled 37 pages of data, insight & trends.
For those of you who don’t have the time or energy to read the full report (and I hope you find both at some point), I thought I’d share a few snippets with you.
We expect role specialization to continue along the adoption lifecycle following an earlier shift on the ‘closing’ side of the house – specialization into hunters and farmers. (Page 9)
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Three times as many companies require ‘Less than 1 year’s sales experience’ in 2014 as did in 2010. (Page 13)
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Months at full productivity is tenure minus ramp time. Companies hiring the least experienced reps had significantly fewer months at full productivity. (Page 16)
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Up sharply from 2012, 27% of respondents reported adopting a dialing technology/service. (Page 28)
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We found that, on average, SDRs make 7.3 attempts per prospect. This is up from 5.6 attempts in 2012. (Page 30)
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You can download the full report below. I hope you'll take a look and come back to share your thoughts.
About Trish Bertuzzi
Trish writes about emerging inside sales trends. She is author of
Hiring an Inside Sales Manager and Inside Sales Oboarding.
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