WolfOfDalalStreet

SDR

Is my Sales Target too high?

I am an SDR working for a small startup. I have a target of 25 SQLs(Opportunities) per month.

If I do the math, I have to get atleast one SQL daily to hit my target. Assuming I get a meeting to SQL conversion of 50-60%, I have to book 50-55 meetings per month which comes down to atleast 2 meetings a day. Also, we follow BANT for SQL qualification.

Do you all think that the target is too high? I'd also like to know from fellow sales folks what you all think about an ideal target for SDRs.

What should be an ideal SQL target for SDRs?

Attached poll

5-10 10-15 15-20 20-25

*Voting in this poll no longer yields commission.

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17 comments

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FlintIronstag

Notorious Answer

Chief Marketing Officer

You dial for dollars. Unfortunately we’ve all been there. Chop wood, buckle down and once you fill up your pipeline, it won’t be hard to hit 25 meetings a month. Also, don’t rely on MQL, that’s the wrong mindset. I read an article in Forbes once and emailed the CEO after I got his info off rocketreach and turned it into an SQL. You have to grind as an SDR. Good luck!

WolfOfDalalStreet

Fire Starter

SDR

I just wonder at the end of the day, is the grind worth it? If I perform well for 2 quarters, the dashboard goes back to zero at the start of the third. Extreme pressure with you doing everything alone.

FlintIronstag

Notorious Answer

Chief Marketing Officer

Do you make good money? Does your job allow you to do things outside of work you otherwise wouldn’t be able to afford? Do you not care about money? Would you rather be in a stress free environment? Those are things you need to figure out and make some decisions on.

NoSuperhero

Politicker

BDR LEAD

Chop wood indeed!

Rallier

Politicker

SDR Manager and Consultant

Is this SMB, mid-market, enterprise? What's the average order value? Sales cycle length? It totally depends

WolfOfDalalStreet

Fire Starter

SDR

SMB, Average order value - 20k, Sales Cycle - 6 months.

alecabral

Arsonist

Director - Digital Sales Transformation

It really depends on a number of factors, like what is it you guys sell, what's the lead lifecycle from SQL to closed deal, and how fast can your reps work the oppties you qualify for them to name a few.

If this an actual benchmark in your company, I don't think it's high. if there's room for discussion, yeath, it totally is.

For highly consultative environments, the minimum target I've seen is 1 oppty a week, max 3 a week, so that'd be 4-5 a month or up to 15 a month. 25 is crazy in that scenario unless you have a huge amount of MQLs coming in that you can qualify, or a ton of great info to start calling people out through the year.

Also, BANT is good enough to get what you need but in case you haven't, I'd recommend asking your reps what do they need to accept those oppties, meaning what info should you get for them. I.e.: "Authority". Are they ok with getting the name and contact details if you can get them, or does the meeting you schedule needs to be with that person?

WolfOfDalalStreet

Fire Starter

SDR

The marketing team is pretty new. We hardly have any MQLs coming in. All the SDRs have to churn out 25 SQLs per month.

I have booked meetings with C-level folks which didn't yield an SQL.

Then it makes me think, should SDRs get credited based on #meetings or #SQLs?

alecabral

Arsonist

Director - Digital Sales Transformation

I think oppties makes more sense, and the meeting should be part of the qualification process as in "I set you up with the DM" or something like that. If this is 100% outbound you guys are doing and everyone else is hitting this, I'd say it's ok. If no one is hitting it, then there could be room to suggest something different.

Beercules

Politicker

SDR

I would also say that it depends on what type of SDR you are - is your prospecting truly outbound/cold or are you mainly reaching out to qualified leads/inbound?

WolfOfDalalStreet

Fire Starter

SDR

Its completely outbound.

FeedTheKids

Politicker

Solutions Consultant

I prefer quality over quantity. 100 shit leads = $0, 5 good leads = $$$$$

Upper_Class_SaaS

Politicker

Account Executive

I think these always depend on the market and how much inbound flow is coming. But it's a tough number regardless

SaaSam

Politicker

Account Executive

Not really a lot to go on here. Some companies that would be achievable in 2 weeks, others you'd be lucky to see that in a quarter.

KendallRoy

Politicker

How long is a piece of string? My last SDR role was enterprise, tiny TAM, pure ice cold outbound, stringent lead criteria, wouldn't get paid without a confirmed next step. Quota was 9. Sister has a constant flow of inbound leads and relaxed criteria. Her quota is 40. Both I'd consider fair in the circumstances.

CaneWolf

Politicker

Call me what you want, just sign the damn contract

I think you’re asking the wrong question. Your current role matters but the pay is (probably) shit and the role is (definitely shit). How do you work this systems to get promoted? Focus there.

AssistantToTheRegional

Politicker

Enterprise Account Executive

I think it's high mainly because 20 business days in the month, so you have to average more than 1 per day. Which some days you'll do better than others but some days you will strike out and get 0 meetings.

I used to do 15 was quota, but 15-20 was accellerator 1, 20-25 was accellerator 2. Most people never got above 25.

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WolfOfDalalStreet

Is my Sales Target too high?

What should be an ideal SQL target for SDRs?

17 comments

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