RevOps Squared, in partnership with Tenbound conducted recent research to better understand the impact B2B SaaS Sales Development organizations have experienced.
Insights include:
- Sales Development reductions – By company size and ACV
- Sales Development concern regarding future reductions
- Sales Development segmentation – Inbound vs Outbound
- SDR quota and goal modifications due to COVID-19
- SDR compensation including Base Salary and VC
- SDR VC Components
- SDR Activity Level Changes – By Channel
- Inbound lead handling changes
Resultant recommendations for SaaS Leaders – especially Sales Development Leaders:
- Refine the metrics that you measure and reward SDRs. Link every dollar of expense to dollar of pipeline created and Closed-Won ARR
- Increase the amount of time investment on enablement to ensure SDR has a mastery of new messaging and positioning
- Evaluate how SDRs are using LinkedIn to ensure high value, personalized messaging is being used
