UPDATE: The 2023 Sales Development Metrics Report is published and available for download.

Today we launch our 2022-23 SDR motions, metrics, and compensation research.

This is our 9th iteration of this project since 2007. This edition is more streamlined than prior years and will take ~5 minutes to complete. If you lead a Sales Development group, please participate. 

We've redesigned this year’s survey based on your feedback to dig into how things are changing. But, equally importantly, we want to focus in on what outperformance looks like in this environment. 

Two quick points of housekeeping:

1. This survey covers SDRs, not AE (we've concluded our AE research until 2023)
2. You likely have multiple teams/segments in your GTM motion (e.g., emerging, commercial, enterprise, etc.). Rather than provide the average for all, feel free to focus on the primary motion for your responses.
    

As always, all answers will be aggregated anonymously. We’ll be sharing the results with you and the rest of the community in the coming months. I appreciate that so many of you take the time to share. We couldn’t do it without you.

UPDATE: The 2022 SaaS AE Metrics & Compensation Report is published and available for download.

Today we launch our 2021 Account Executive motions, metrics, and compensation research.

This is our 9th iteration of this project since 2007. This edition is more streamlined than prior years and will take ~5 minutes to complete. If you lead an AE group, please participate. 

We've redesigned this year’s survey based on your feedback to dig into how things are changing. But, equally importantly, we want to focus in on what outperformance looks like in this environment. 

Two quick points of housekeeping:

1. This survey covers Account Executive, not SDRs (we've concluded our SDR research until 2022)
2. You likely have multiple teams/segments in your GTM motion (e.g., emerging, commercial, enterprise, etc.). Rather than provide the average for all, feel free to focus on the primary motion for your responses.
    

As always, all answers will be aggregated anonymously. We’ll be sharing the results with you and the rest of the community in the coming months. I appreciate that so many of you take the time to share. We couldn’t do it without you.

We’ve been closely following the B2B tech hiring market over the last twelve months. And with the Bureau Labor Statistics releasing the new Job Openings and Labor Turnover Summary (JOLTS) last week, I thought now was a good time to take stock.

Compared to the trough (mid 2020) things are massively improved. But compared to the peak (late 2019) we aren’t yet fully recovered. Here are four things I’m seeing: 

1) Layoffs are well behind us

Back in May 2020, I looked at 200 funded B2B SaaS companies and found:

• Hiring freezes roared into April and turned to layoffs by May
• By the middle of Q2 2020, 40%+ of companies had laid off SDRs, AEs, and AMs
• Job losses peaked in late Q3

UPDATE: The 2023 Sales Development Metrics Report is published and available for download.

For obvious reasons, 2020 will be remembered for COVID-19.

While some implications already seem apparent (hanging out slacking on teamed zooms, remote work, inside selling), many will take time to become perceptible.

 
In our just released 2021 SDR Metrics & Compensation Report, we analyze the shifts in sales development over recent years and which trends have accelerated. We dig into areas like motion, model, ramp, promotions, attrition, activity, comp, tech stack, and front-line leadership.

About the Participants

This is our eighth round of this research project and I can tell you it's our best one yet. This year, 406 Executives from a broad range of B2B companies participated. (91% with HQs in North America, median respondent revenues of $35M, and median ASP/ACV at $55K).