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BDR call numbers

How many calls per day should BDRs have to make? I'm not a fan of massive dial numbers, but I do think there should be a reasonable number required each day. Why did you pick that number?

How many calls per day?
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๐Ÿ“ž Cold Calling
๐Ÿงข Sales Management
7
Rallier
Politicker
+9
Account Executive
Every organization is going to have a different number because every industry/persona has different connect rates. I'd work backwards to find an appropriate number:

How many call connects does it take to book a meeting?
How many dials do you have to make to have 1 connect?
si
sideshow_bob
Opinionated
+1
Business Owner
This is the answer. Always work back
TheFemaleWolf
Opinionated
+3
Director of Sales
100%
BlueJays2591
Politicker
+6
Business Development Manager
i unfortunately don't have those numbers. stepped into the role and don't have great stats and there are no set metrics, BDRs are expected to hit quota however they want to hit it.ย 
Rallier
Politicker
+9
Account Executive
Are your BDR's hitting quota?
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hauru.sales
Arsonist
+8
Sales Enthusiast
Agreed!
HoldemCaulfield
Politicker
+8
Sales Training & Enablement
Every BD role I've been in or managed, it depends upon factors. If we're talking Inbound you definitely want to prioritize time to first touch, and depending on your organization and lead routing, you want to ensure that your BD team is getting enough at bats with different lead types and levels of the funnel.ย 

In an Outbound scenario, you're definitely going to need more dials to hit the number. I found that it took around 80 dials to have 2 quality Opportunities (passed over for a meeting with an AE and hitting the bare minimum of a BANT-type framework). This was probably 10 years ago before having Outreach or Salesloft (used both) --- I used ToutApp (if anyone remembers that!) and an actual desk phone.

This isn't necessarily always the case for every org, but I think over time, you want to have longer and quality conversations so that you can actually do good discovery before passing the Opp off. Additionally, it will help you in your career trajectory either moving into an AE role or CS role as you no how to have longer conversations, and you're not afraid to draw the conversation out and have an open, honest conversation with your customer.

I think you also have to balance the fact that some days you may get 5 Opps, and some days you may get 0 Opps, so it's always best to look at effort but also the quality of the conversation behind the dials. In the beginning, new BDRs are going to need more dials to hit a number because they aren't experienced enough at the company or with sales in general. Power Hours can greatly help this, however, I caution BDRs to just dial down the cadence/sequence without taking at least a 1 - 2 minute breath for how they're going to approach the prospect if they pick up, what type of call this is (is it a follow-up call? a closed-lost reengagement? BOFU demo request?) and what THE CUSTOMER wants or is looking for rather than speaking directly to your company and your services and what you do.


Hope this helps.
BlueJays2591
Politicker
+6
Business Development Manager
extremely helpful. thanks for this response. gives me a lot to think about.

Telehealth_2the_Moon
Notable Contributor
+12
Director of Business Development
Different areas have different needs, but I do thing 20 a day is likely going to be the minimum no matter where you look.ย 
BlueJays2591
Politicker
+6
Business Development Manager
i think 20-30 a day is a good number.ย 
BlueJays2591
Politicker
+6
Business Development Manager
as long as the calls are made with a purpose. research done, good script, reason behind the call, etc. not just random dials for no reason.ย 
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BigMeech
WR Officer
+11
Coors Light Advocate
Depends on the type of accounts, number of accounts, and conversion rates. I don't think there is a magic number that can be blanket applied. My best SDR I have ever had made about 10 dials a day. I have had SDRs making 50+ and not setting a single meeting due to poor conversion.ย 

It really depends on the above, and is a per person metric I think.
BlueJays2591
Politicker
+6
Business Development Manager
so keep it open and just hit quota in your opinion? back in my BDR days i didn't make a cold call for 6 months and hit quota by utilizing email and LinkedIn.
Th
Theloanemperor
Opinionated
+1
Loan Officer
ย All in all, it really depends on how much time you spend on each call.ย If you are JUST starting, you should be making realistically, 50-100 COLD calls a day. at least. I was forced to make 180. (This is not including follow up calls, only cold call focused days). Based on how much and how many times you spend more than 30 seconds on a call, if that. Getting through the "gate keeper" is time consuming and can often result in not getting anywhere and a super short convo, or you weasel your way to whatever department you need to and find the right person, they either take the call and you pitch, or they don't answer and you leave a strategic voicemail. Rinse, repeat, follow up****. After you spend a few days or weeks making only cold calls and build a solid stream of "follow up calls", then that number changes entirely; as things continue to get deeper and later in the sales process and actually developing a relationship with the prospect.
5
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10
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SA
+33
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3
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