Is your sales development team underperforming—or outperforming—and how can you tell?
Without clear benchmarks, it's easy to lose sight of what good looks like. Whether you’re managing a team of one or one hundred SDRs, understanding the key performance metrics across the industry can give you the clarity you need to coach, plan, and scale smarter.
At Sales Hatch, we work with outbound teams across a variety of industries, so we’ve seen firsthand what strong performance looks like—and where teams often fall short. This guide will help you evaluate your own SDR team’s results and make informed decisions for improvement.
These are the core metrics we recommend tracking—and how your team should stack up.
Your activity benchmark depends on your tech stack and ICP. High-output teams using tools like Apollo or Outreach often see 100+ touches per day per rep across all channels.
These percentages can vary wildly by industry and persona. If your team is consistently below these ranges, it may be time to refine targeting, messaging, or outreach times.
Top teams train SDRs to qualify deeply and set meetings with real intent. If your conversion from meeting to opportunity is low, coaching on discovery and qualification is key.
Pipeline targets vary based on deal size and sales cycle length, but strong SDR teams consistently contribute 30–50% of pipeline for Account Executives.
Benchmarks aren’t just about numbers. To truly understand performance, ask:
Sometimes, the "intangibles" reveal as much as hard data.
If you’re planning to grow your team, benchmarks help you forecast outcomes, set realistic KPIs, and identify who’s ready for promotion. They also help avoid burnout. Many teams underperform not from lack of talent—but from unclear expectations and broken processes.
Our Sales Development as a Service (SDaaS) model is built on benchmarks. We bring fully trained SDRs, tested outreach strategies, and real-time data reporting—all measured against industry standards—so you can scale with confidence and precision.
Want to see how your team stacks up? Let’s benchmark your performance and identify the quick wins. Contact Sales Hatch today.
