SDR Productivity Benchmarks
How productive should your SDRs be? We analyzed performance data across hundreds of B2B sales teams to establish the definitive SDR productivity benchmarks for 2025.
The Number That Matters
12
Average Meetings Booked per SDR per Month
The Numbers
| Category | Poor | Average | Good | Excellent |
|---|---|---|---|---|
| Meetings Booked/Month | <6 | 8-14 | 15-22 | >25 |
| Qualified Opps Created/Month | <4 | 6-10 | 11-16 | >18 |
| Emails Sent/Day | <30 | 50-80 | 85-120 | >130 |
| Calls Made/Day | <25 | 40-60 | 65-90 | >100 |
| LinkedIn Touches/Day | <15 | 25-40 | 45-65 | >75 |
| Pipeline Generated/Month | <$50K | $80K-$150K | $160K-$250K | >$300K |
By Industry
SaaS (SMB)
SaaS (Enterprise)
Professional Services
Financial Services
Manufacturing
IT Services/MSP
Healthcare Tech
Marketing/Agency
How to Read These Numbers
Below 8 meetings/month
Your SDRs are significantly underperforming. This could indicate poor training, bad data quality, ineffective messaging, or insufficient activity levels. Diagnose whether it's a skills, will, or tools problem before making changes.
8-14 meetings/month
You're in the typical range for B2B SDRs. Not bad, but there's substantial room for improvement. Most teams here can improve 30-50% through better targeting, messaging optimization, and activity management without adding headcount.
Above 14 meetings/month
Your SDR team is performing above average. You've likely got good processes, strong coaching, and quality tools in place. Focus on maintaining quality while scaling—don't sacrifice meeting quality for quantity.
How to Beat the Average
1. Implement strict time blocking—top SDRs dedicate 3-4 hour blocks to prospecting with zero interruptions. Meetings, admin, and Slack should be batched into separate blocks. Context switching kills productivity
2. Invest in quality data and tools—SDRs with accurate contact data and good tech stacks (sequencing tools, dialers, LinkedIn Sales Navigator) book 40-60% more meetings than those without. The ROI on tools is almost always positive
3. Create and enforce activity standards—establish minimum daily activity expectations (calls, emails, LinkedIn touches) and track them rigorously. Top teams use leaderboards and daily standups to maintain accountability
4. Develop and iterate on proven sequences—give SDRs tested, high-performing email and call sequences rather than having everyone create their own. A/B test continuously and share winning templates across the team
5. Coach to the leading indicators—don't just review pipeline and meetings. Analyze reply rates, connection rates, and call connect rates. Problems at the top of the funnel compound downstream
6. Reduce administrative burden—every hour an SDR spends on CRM updates, meeting notes, or internal meetings is an hour not spent selling. Automate everything possible and protect selling time ruthlessly
7. Specialize your SDRs appropriately—inbound SDRs, outbound SDRs, and account-based SDRs require different skills and have different benchmarks. Don't compare apples to oranges
8. Build a strong onboarding program—SDR ramp time directly impacts productivity. Teams with structured 30-60-90 day programs see SDRs hit quota 40% faster than those with ad-hoc training
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