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BTQ

Account Manager

Politicker
Catalyst
Valued Contributor
+7

How many meetings would you expect 4 SDRs to book in a quarter?

edit: the SDRs are only responsible for booking qualified discovery meetings. 
sales cycle: 9-12 months
deal size: $40k - $250k+

more information:
- Persona: ecommerce or digital marketing
- reaching out to ENT/SMB
- no cap on territory
- fully ramped SDRs
- strictly outbound, no inbound

lmk what else I'm missing but I'm curious the numbers y'all come up with

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30 comments

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antiASKHOLE
Tycoon
4
Bravado's Resident Asshole
You looking for qualified? or just meetings?
BTQ
Politicker
0
Account Manager
qualified
antiASKHOLE
Tycoon
3
Bravado's Resident Asshole
in a quarter.. are they doing any outbound or just inbound?

Give us more details.
BTQ
Politicker
2
Account Manager
All outbound baby, cold cold outreach. Any other Qs?
antiASKHOLE
Tycoon
3
Bravado's Resident Asshole
then per Q if they are calling both ENT and SMB, per quarter they should have a solid 30-35 qualified leads each.

total leads scheduled could be much higher, outbound should be getting 8-10 appts scheduled a week in that space. (doesn't mean all with hold) but with ratios, that brings you down to 2-3 solid leads a week.
oldcloser
Arsonist
4
💀
48 unless 4-20 is in the quarter then 44. 11 each
BTQ
Politicker
4
Account Manager
I like that you’re grading on a curve for 4/20 🤣
sketchysales
Politicker
3
Sales Manager
huh i got the same as you.
sketchysales
Politicker
4
Sales Manager
Have no context other than the above so not sure how big of a list of leads you have but you would anticipate around 4-5 reaches a day per SDR so a total of 80 reaches per week. Look to set 1 meeting per 20 reaches so 4 per week so 48 in a quarter?

No science in this, just what i feel from my own experience which is a completely different sector and I halved my numbers (the sector i am in is very easy to set meetings and average deal size low to medium)
braintank
Politicker
3
Enterprise Account Executive
12?
BTQ
Politicker
0
Account Manager
12 each or 12 total?
braintank
Politicker
0
Enterprise Account Executive
Total?
sketchysales
Politicker
1
Sales Manager
Seems very low unless average deal size is huge.
BTQ
Politicker
0
Account Manager
Avg deal size can be anywhere from $40k-$250k+
braintank
Politicker
2
Enterprise Account Executive
I mean, im just throwing a number out
Gasty
Notable Contributor
3
War Room Community Manager
- 6 to 8 qualified opps / month seems reasonable for outbound per SaaS industry standard
- as far as I’ve seen, conversion from meetings to opps is usually 2:1 or 1.5:1 (when I was an SDR, this was close to 4:1)
- so 12 meetings / month
- 36 / quarter
RandyLahey
Politicker
2
Account Executive
How 'fast' is the sales cycle/motion?

When I was SDRing for a software company, Entreprise in the bio tech space my target is 10 qualified meetings a month. 30 over the quarter.
BTQ
Politicker
2
Account Manager
Sales cycle is typically 9-12 months from first discovery meeting.
RandyLahey
Politicker
1
Account Executive
10 a month is a good start. If the SDRs blow past that then you can adjust.
poweredbycaffeine
WR Lieutenant
2
☕️
1000
50
6
0

What’s your criteria for a meeting? What’s the title level you’re targeting? Is your tool well know and is it a want or a need?

How many meetings do you need to book to close a deal? That’s the real question.
BTQ
Politicker
0
Account Manager
We consider a 30 minute discovery call as a meeting. So in this example, only discovery meetings count. After that it's up to AE/director not the SDR to chase them down.

For the deal to be closed it varies on org size. For a large enterprise deal last year, I think they met close to 20ish times .

Targeting VPs of ecom/digital marketing, also depends on org.

The tool is not super well known (small start up) but it is used by industry leaders.
poweredbycaffeine
WR Lieutenant
0
☕️
I can’t tell you how many meetings then. Do you know how many meetings have to be booked to create an opportunity aka Meeting to Op conversion?
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
1 each per week?
Space_Ghost20
Valued Contributor
1
Account Executive
When I was an SDR (similar deal size, slightly shorter sales cycle, etc.) my quota was 5 qualified opportunities delivered to the AE each month. Didn't matter how many meetings it took to get there (I was doing the demos and discos). Going from memory I'd say I was getting 10-12 meetings a month.
Justatitle
Big Shot
1
Account Executive
15/quarter.

It works out to approximately 1/week. also basing this on the fact that it's qualified opportunities not just opps and you probably want them focused on higher deal size.
Maximas
Tycoon
1
Senior Sales Executive
40 to 50 meetings or (10 to 12)each.
ASalesCoach
1
National Director of Sales
At the company i work for, we are asking for 14 meetings a month per BDR. We have metrics around deal size, deals that close, etc. but it all starts with activity. Like others have said, in the end it is about driving sales. If my BDRs close rate was 100%, I would be asking for 3-5 deals a month, not 14.

I would start with the end. What contract value or revenue do you want them to drive in a year then work back from there to come up with a real activity number based on actual metrics: lead to oppty, oppty to close, sales cycle, average deal size.
JMSwiggidy
Politicker
1
Enterprise Account Executive
From roles I’ve had selling to enterprise markets, 2-4 meetings per month set by an SDR was standard.

Can’t speak to SMB though.
CPTAmerica
Opinionated
1
President/CRO
Would depend on TAM and how deep into qualification you want them getting but 1-2 per rep/week is not unreasonable for fully ramped reps.
CRAG112
Valued Contributor
0
Account Executive
How many conversations do you expect these SDR's to have with potential buyers before it's passed off as qualified?

What sales process is being used to ensure qualification? IE: Bant, meddic, meddpic, and et al are not sales processes, they are tools that aid your process. All I mean by that is these things should not be looked at by themselves as qualification process material. So if any of these are used, what else is used to aid the qualification process?

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