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Productivity & capacity
SDR to AE ratio
How many sales development reps support each account executive with qualified meetings. The ratio sets how much pipeline is sourced versus self-generated.
Owned by: Senior sales analystTest band: Senior sales analyst
In practice
One SDR to two or three AEs is typical for outbound-heavy motions. Measure SDR output as qualified meetings that turn into opportunities, not meetings booked.
The kind of thing the test asks
- SDRs booked 120 meetings; 30 became opportunities; 6 closed. The SDR metric to manage is…
More in productivity & capacity
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