Report · Report, 20 min read

The 2023 SDR Metrics and Compensation Report

The Bridge Group Free Intermediate

365 B2B companies surveyed on ramp, tenure, attrition, activity and comp. When you want to know whether your ramp is slow or your attrition is normal, this is the reference everyone quotes.

Open on blog.bridgegroupinc.com ↗

It answers 7 questions

  1. How do I know whether a new rep is going to work out before six months have gone by?
  2. How do I hire SDRs in India and keep them past four months?
  3. How many reps should I hire next quarter, and in what order?
  4. One of my reps is at 40 percent of quota. How do I move fast without wrecking the rest of the team?
  5. What does best-in-class quota attainment actually look like, and what does the shape tell me?
  6. What does a genuinely elite onboarding and ramp program look like, and what does it buy you?
  7. How do the best-run sales orgs decide someone is not going to make it, and how fast do they move?

Read with it

  1. Names the two ways founders get the timing wrong, scaling too early and scaling too late, and walks the progression from... Founding Sales Book · 35 min read Founding Sales, Chapter 10: Early Sales Management and Scaling Concepts Peter Kazanjy
  2. Stripe's Chief Business Officer on building a written sales operating model (leads, conversion, deal size, win rate, cycle) so... SignalFire Article · 14 min read How to train and measure your startup's early sales hires Sadasia McCutchen with Jeanne DeWitt Grosser
  3. Ten specific, named mistakes rather than principles, including hiring a VP of Sales too early and letting a bad rep linger past... SaaStr Podcast · 30 min listen SaaStr Podcast #379: The Top 10 Mistakes Founders Make When Hiring Their First Sales Team Jason Lemkin
  4. A concrete onboarding curriculum you can copy: cohorts, drilling, peer sparring and shadowing, with the argument that practice... Founding Sales Book · 30 min read Founding Sales, Chapter 12: High-Impact Sales Onboarding and Training Peter Kazanjy
  5. The clearest arithmetic anywhere on rep economics: the rule of 10 for quota against base, four months to productivity, draws... Craft Ventures Essay · 12 min read Simple Math to Set Up a Sales Team David Sacks
  6. The headcount question answered as arithmetic: revenue target divided by revenue per rep and capacity utilisation, with ramp... Everstage Article · 12 min read Sales Capacity Planning Everstage
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