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).

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I saw an interesting LinkedIn post from Tito Bohrt the other day. He wrote:

 

I think Tito’s intuition is spot on, but I wondered how much and where the slow down is occurring.  So, I ran some numbers.

I started by identifying 14 SaaS companies who:

• Have 150+ total employees
• Have SDRs (or ADRs, BDRs, etc.)
• Promote SDR into AE roles

I ended up with a list of 200 US-based reps who started as SDRs in 2017, 2018, or 2019. 2020 hires won’t yet have the tenure to be captured, so I excluded them from the data. Here’s what I found.

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After much delay (and many pings asking when we're launching), today we launch our 2020 Sales Development research.

This is our 8th iteration of this project. This edition is more streamlined than prior years and will take ~5 minutes to complete. If you lead an ADR/BDR/SDR group, please participate. 

We had originally planned to launch this round in April.

And then...Covid.

My original thinking was to punt till 2021. But the volume of inbound emails asking for the timing of our new edition convinced me to reconsider. We have redesigned this year’s survey (ever so slightly) to help determine how things are changing. But, equally importantly, we want to focus in on what outperformance looks like in this environment. 

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.

 
 

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Last week, Trish and I did an event with Sam Jacobs of Revenue Collective. We discussed our recent research on sellers' appetites, attitudes, and apprehensions about returning to in-person work.

You can access the full 45-minute recording (which I highly recommend) or . For those of you who want the Reader’s Digest | tl;dr version, we shot a 10-minute Bridge Group Client Brief hitting highlights.

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