The ideal number of cold calls an SDR (Sales Development Representative) should make daily depends on various factors, such as industry, target market, tools, and the expected quality of engagement. However, here are some general benchmarks and insights:
Benchmarks by Industry
- High-volume transactional sales:
- 80–100 calls/day is typical for industries with quick decision cycles and lower deal values.
- SDRs may spend less time researching prospects, focusing on volume over personalization.
- Enterprise or high-ticket sales:
- 30–50 calls/day is common for SDRs targeting high-value accounts.
- These calls require more research and preparation to align with Account-Based Selling (ABS) strategies.
Key Considerations
- Contact Rate:
- How many calls actually result in live conversations? (Typical rates are 8–12%.)
- Lower connect rates may necessitate more calls to meet quota.
- Quality Over Quantity:
- Personalization and pre-call research often result in higher conversion rates. In these cases, fewer calls may be more effective.
- Tools & Automation:
- SDRs using tools like dialers, CRM integrations, and intent data can make more calls in less time.
- Team Goals & KPIs:
- For most SDR teams, a typical KPI might be 2–4 meetings booked per day. Work backward from this goal to determine the call volume needed.
Example Formula
If your connect rate is 10%, and 20% of those conversations lead to meetings, you’ll need 50 calls/day to book 1 meeting.
Action Plan for SDR Managers
- Track Metrics: Measure dials, connect rates, and conversions.
- Adjust Based on Persona: Higher-quality calls for C-suite vs. higher volume for managers or directors.
- Review Workload: Balance calls with emails, LinkedIn outreach, and account research.
Would you like specific strategies for improving call efficiency or handling objections? Set up a call with Tenbound to discuss. Click here.
Photo by Tomáš Lištiak on Unsplash
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