SDR Benchmarking & Statistics

What’s it take to be a great SDR?

Here’s your free SDR benchmarks report with the key metrics that define top-performing SDR teams.

SDR Benchmarking Report

Some SDR Benchmark Statistics From The Report

  • 75% – of organizations use both inbound and outbound marketing 
  • 67.38% of companies have a sales cycle lasting from 30 to 90 days
  • 13.5% of SDRs have a sales cycle of less than 30 days
  • And 12% have a sales cycle in excess of 180 days
  • 76% of SDR’s work hybrid-remote or fully remote
  • Most organizations maintain 2 – 3 SDR’s for every AE (Account Executive)
  • 58% of SDR’s can achieve full productivity in 1 – 3 months
  • 78% of SDR’s stay in their roles for 6 to 23 months
  • 83% of companies expect their SDR’s to generate fewer than 15 meetings / month
  • Only 15.52% of SDR’s are able to attain above 90% of their target quota
  • 48% of SDR’s want to shift to an AE (deal closing) position

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About The SDR Benchmarks Report

School of SDR

School of SDR

This SDR benchmark research is thanks to School of SDR – a sales training company for SaaS. They collected data from over 200 B2B companies and 325 sales professionals to create what might be the most comprehensive look at sales SDR benchmarking & performance ever made.

Time To Close

67.38% of companies have a sales cycle that lasts from 30 to 90 days. With the 60-90 timeframe being the most common. It’s worth noting that 13.5% of SDRs have a sales cycle of less than 30 days. And 12% have a sales cycle in excess of 180 days.

SDR Sales Cycle
Average Deal Value Startups

Deal Size

ADV (average deal value) is quite broad. 25% of SDRs sell a solution with a contract value below $10,000. And 18% of SDR’s sell a solution with an average contract value above $50K

SDR Average Tenure

Getting reps to full sales productivity quickly is critically important when you consider how short average tenures are. Average SDR tenure is shorter than you might expect. Fully 78% of SDR’s stay in their roles for 6 to 23 months.

SDR rep tenure

The sales development rep benchmarking report contains statistics on productivity, quota targets, productivity. And pretty much everything else that affects life and performance as an SDR.

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Matthew Murray

Matthew Murray

Matthew Murray is the Managing Director of Sales Higher. He knows any company can THRIVE with enough qualified sales leads. So he’s spent the last decade helping companies meet engaged prospects and win new deals.

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