maverickmission

SDR @ HCM company

Reasonable Quota/KPI for SDR?

I'm 2 months into my SDR role (starting my 8th year in call center sales). The team started about 18 months ago so the org is still trying to figure out what to do with us. Feeling like I'm in a dumpster fire with management turnover, unreasonable quota, BUT a solid product and rest of company is humming like a fine machine.

Our KPI is 300 dials/day and 30 emails/day. Quota is 25 SQL (shown meetings)/month. With a show rate of around 60% we are having to book around 40 meetings/month. One person out of 13 is going to make quota this month on SQLs. As a new person, I am still in the top 40 percentile of the team. The general feeling on the team (including our 2 team leads who are in charge as our director quit and VP just got fired, all in the same week) is that the quota was pulled out of thin air but they wont change quota mid-year. Also, commission is horrible. Worst comp plan I've had in 8 years of sales.

Sound like you? Is this mix of KPI and quota reasonable?

Tech stack: Zoominfo, Outreach, Orum

SDR KPI should be...

Attached poll

Under 100 calls/day Over 100 calls/day Cold calling is dead, I work for Salesflow

*Voting in this poll no longer yields commission.

🔎 Prospecting

📞 Cold Calling

13

17 comments

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Filth

Politicker

5

Live Filthy or Die Clean

I said under 100 in the vote, but I think straight on 100 touches per day is the way. 70 being calls, 30 emails? Generally at least 70 calls and then hit the emails and linked ins to supplement/follow up on the voicemails.

If you do the above and are still having issues, you need to look at where your leads are coming from, if you're dialing at the right times, and if the product is worth talking about...

RandyLahey

Politicker

5

Account Executive

Find another job. Sweatshop boiler rooms are a thing of the past. That's a stupid, stupid KPI. Do not mortgage your mental health.

maverickmission

Opinionated

1

SDR @ HCM company

On that note, anyone want a referral bonus for a remote AE/AM job? I've got my resume ready

Gyro25

Notorious Answer

0

Account Executive

Sign up to this( https://www.repvue.com/) and Y combinator for jobs and emphasize you're high activity sales background, hitting KPIs and you're passion for wanting to help companies scale.

CPTAmerica

Opinionated

3

President/CRO

Highly dependant on your ICP, industry and product.

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

So much "it depends" here.

It seems like your workplace is one of those which require a rah rah meeting every morning just to get moving and that most people who are there really don't want to be.

8 years in "sales" and you're an SDR? Why? Time to leverage your experience elsewhere IMO.

maverickmission

Opinionated

0

SDR @ HCM company

I interviewed for AE/AM roles before settling. They basically said they dont recognize experience unless its saas (I've been in consumer direct roles). F*ck em but yes I am ready to make some money again

jefe

Arsonist

3

🍁

300 calls is ridiculous.

CuriousFox

WR Officer

1

🦊

That's putting it nicely

braintank

Politicker

2

Enterprise Account Executive

Voted for wrong one. This quota seems really high.

oldcloser

Arsonist

2

💀

What was the cocktail quota at the bar when they wrote this up?

Gyro25

Notorious Answer

1

Account Executive

You need multiple touch points. Cold calling is not dead, but the fact that you're in call center sales is going to drastically effect that.

High activities are important, but because you cold calling skills, use that to cold call your way into a new job. Cold calling is hard, no one wants to do it. I'm sure you could call/dm your way into a new role given you've got 8 years of experience. 1/13 are shit odds for making quota.

Takeaway is:

1) High activities like Filth mentioned below
2) Leverage your current skills to get out of the boiler room cameo you're in right now.

Good luck.

Maximas

Tycoon

0

Senior Sales Executive

Totally unreasonable, I would seek somewhere tbh if I were you!

js2458

Politicker

0

Enterprise SDR

I mean - this is a crazy KPI. Forget what calls you should be making. There must be no personalization here or this is literally impossible.

I'm making about 150, personalized (I have to type in each number, we don't use an auto dialer) dials on my best days with minimal emails and I can barely squeak out any extra time. My boss pushes for 100 dials a day in total without emailing or doing any linkedIN.

I can't imagine hitting your metrics here without staying hours later. I can't even imagine hitting over 150 calls. Seems like burnout central buddy.

pirate

Big Shot

0

🦜☠️ Account Executive

So in a call center a lot of people FAKE their call attempts. So I've seen people call the same number 3 times and the prospects are angry and it's horrible but that sort of behavior is rewarded. But that's how you get 100+ calls

Would go against my values so I quit that job

0

Renewal Sales Specialist

I think it is reasonable to strive for 60-100 calls a day. That is what I averaged as a BDR. I would really be looking for and focusing on connects though. If I had 2-3 phone connects per day and 5 email responses per week, I was in good shape.

0

VP Enterprise Sales

These KPIs are very high and the proof is that no one is hitting them.
What is the conversion rate of closed deals from meetings booked?

I recommend moving to a quality vs quantity model with some baseline activity KPIs.

What segment are you calling into?
I would need to know more about your ICP, persona, sales cycle length, etc...

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