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Sales Models, Metrics, and Motions Blog

SDR, AE, and CSM analysis

Sales Models, Metrics, and Motions Blog

Inside Sales Experts Blog

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Attrition Assumptions for the 2024 SDR Plan

Posted by Kyle Smith on Thu, Feb 08, 2024

Last month, I just put together a presentation for a handful of VC-backed portfolio companies on building attrition into SDR planning. The broader topic was what happens to your 2024 SDR pipeline number if your quit rate spikes. You can watch a shorter video version of the talk here.

For many companies in the audience, the SDR operating plan was built off of 2023. “We did $20M new logo ARR last year, want to grow by 30%, goal for this year is $26. We need sales development to source 25% of that so we need 2 more SDRs.”

This is a very common aspect of the headcount planning process but what is often overlooked are the underlying assumptions of rep attrition. If 2024 attrition mirrors 2023, no problem. But what if it doesn’t? And is that even a reasonable expectation?

Turning to the BLS Quits Data

We’re coming off of 15 months of the lowest quit rate that we’ve seen in a decade. With layoffs being broadly publicized and stiffer market conditions keeping people in role longer, voluntary attrition (aka quits) dropped significantly during Q4’22-Q4’23.

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Participate in 2023 AE Research

Posted by Matt Bertuzzi on Thu, Oct 19, 2023


Today we launch our 2023 Account Executive motions, metrics, and compensation research.

This is our 10th iteration of this project since 2007. This edition will take ~6 minutes to complete. If you lead an AE group, please participate below.

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. 

We’ll be sharing the results 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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The 2023 SDR Metrics Report is Here

Posted by Matt Bertuzzi on Wed, Mar 01, 2023

COVID-19, the great resignation, inflation, 425 bps in rate hikes from the Fed, 450K jobs added, and 135K laid off. Tech sales has certainly been challenged since 2020.

 
In some ways, more has changed in the last two years than in the previous ten.

In our just released 2023 SDR Metrics & Compensation Report, we analyze the shifts in sales development over this period. Which trends have accelerated? Which strategies have withered? We dig into areas like motion, model, ramp, tenure, attrition, activity, compensation, tech stack, and front-line leadership.

About the Participants

This is our ninth round of this biennial research project and I can tell you it's our best one yet. This year, 365 Executives from a broad range of B2B companies participated. (69% North America companies, another 21%  with global footprints, median respondent revenues of $45M, and median ASP/ACV at $52K).

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Participate in 2022-23 SDR Research

Posted by Matt Bertuzzi on Mon, Oct 03, 2022

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.

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