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What is typical opportunity rate for outbound sales?

Hey y'all,


I'm discussing KPI's and targets for a new team that we're building and think that the bar is being set way too high in terms of expected opportunity rates. It's entirely outbound in a Mid Market ish space. For the targets to be hit, the team in question would need to have a lead to opportunity rate of ~18%. For this scenario, a lead is a targeted account. I think it's way too high but I'm curious to see where lead to opp rates fall for other outbound sellers.


Thanks for any feedback!

what is a typical rate for outbound sales?
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5
Ja
Jaga
Good Citizen
+1
Director of Sales
Really depends on the product/market, but 18% sounds WAY too high. Would really need to be a small TAM to assume 18 of 100 targeted accounts would raise their hand for a meeting. Also curious, what are you considering an opp in this case?
Re
RedLightning
Politicker
+7
Mid-Market AE
Good question. It's for an SDR team, so it would be 15% (my math was off) SAL. So good fit for our product and agreeing to a discovery meeting with an AE.Β 

@AceyΒ It would be across different verticals that we would target and roll out pretty consistently. Each vertical has a shallow TAM, but overall it's really just how quickly we can target new ones.Β 
sales101
WR Officer
+6
Senior Account Executive
Our rates change dramatically in line with time of year (ie. start of new financial year, or holiday period) so keep that in mind too
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