SDR Productivity Benchmarks: How Top Teams Achieve 200% of Quota

We analyzed data from 500+ sales teams to understand what separates quota-crushing SDRs from those who struggle. The findings might surprise you.

The Productivity Gap

• Bottom 25%: 40% of quota
• Middle 50%: 85% of quota
• Top 25%: 170% of quota

That's a 4x difference between bottom and top performers.

What Top Performers Do Differently

1. Activity Volume (But Smart Volume) Top performers don't just work harder—they work on the right accounts: - 65 targeted activities/day (vs. 100+ scattered activities) - 80% of time on high-fit accounts - Multi-channel approach on every prospect

2. Research Investment Time spent researching per prospect: - Bottom performers: 2 minutes - Top performers: 8 minutes - AI-assisted top performers: 1 minute (with 8 minutes of intel)

3. Personalization Depth - Bottom: Token personalization (first name, company) - Top: Contextual personalization (recent news, challenges, triggers)

4. Follow-Up Persistence - Bottom: Give up after 2-3 touches - Top: 8-12 touches before moving on

5. Response Speed - Bottom: 4+ hours to reply to interested prospects - Top: Under 5 minutes

The Benchmarks

Meetings/month by experience: - 0-3 months: 8-10 meetings - 3-6 months: 12-15 meetings - 6-12 months: 15-20 meetings - 12+ months: 20+ meetings

Conversion rates: - Emails to replies: 5-8% (industry), 15%+ (top performers) - Replies to meetings: 20% (industry), 35%+ (top performers)

Key Takeaways

1. Quality over quantity—focus on high-fit accounts 2. Invest in research (or use AI to do it for you) 3. Don't give up too early 4. Respond to interest immediately

The Prospectory Impact

SDRs using our platform book 2.3x more meetings than their previous tools—because AI handles the research that used to eat 70% of their day.