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Sales Manager

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When to bring on SDR vs full cycle

Small sales team currently sales "Manny" + 2 AEs + 1 AM, selling IT Managed Services, and IT Professional services.


We have some pretty aggressive sales targets this year and the following 3 years.


I've only had Full Cycle AE's but coming across the problem that most AE's don't want to source their own leads, get caught up in middle/end of funnel, and pretty much let their pipelines stay weak.


I'm thinking it is time to bring on a team of "outbound specialists" to keep the pipeline full and active.


What is typical BDR:AE ratio? When is the "right" time to bring on an BDR team?


Any insight would be great

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7 comments

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Avon
Politicker
2
Senior Account Executive
I’m currently an AE but was a BDR at two prior companies beforehand. One did 1:1, one did 3AEs/BDR. Personally I strongly preferred the 3/1 since if you get a shitty AE (like I had) it really fucks you over and makes it feel like you have two managers. That was actually a big reason I left that job. Just my personal opinion.
Callbacklater
Contributor
2
Sales Manager
Thank you for the insight.  I don't want the AE and BDR to feel like it is a manager type relationship.  I agree that would complicate things too much.

Avon
Politicker
1
Senior Account Executive
No problem. And yeah that wasn’t how it was supposed to be, but in practice that’s how it felt. I also just felt like with the 3/1 ratio you get more exposure to different sales styles which for me helped me develop my own. I was still able to develop a relationship with all 3 of them too. Best of luck
Callbacklater
Contributor
0
Sales Manager
Great point.  Thank you!
CharmingSalesGal
Politicker
0
Account Executive
As an AE, I personally enjoy the 1:1 ratio. It allows you to really form a relationship and work towards your goal. It also can really set up the BDR for the AE path if that's what they're looking for.

We recently just brought on a team of BDRs and our owner said they're embarrassed they didn't sooner because the new team has been extremely successful. I also talked to a prospect last week that has 22 BDRs and only 2 AEs in which they brought on the AEs after the BDRs were up and running having the CEO doing the demos they booked.
Callbacklater
Contributor
2
Sales Manager
I see how the relationship can work here between AE/BDR.

I'm considering 3 BDR : 2 AE.  I think it could lead to seeing some synergy between some of them.

What do you think was they key contributor to the teams success?
CharmingSalesGal
Politicker
0
Account Executive
With 1:1 I found success in being able to have one main focus and be able to strategize effectively.

With the 22:2 ratio I mentioned, I think a lot of their success was being a small company with a new concept idea for the market so the sheer volume of outreach was how they won.

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