Sales development is a critical pipeline-building function in modern marketing and sales organizations. In larger organizations, sales development has further evolved into a complex organization with specialized segments and functions, such as high-volume inbound lead follow-up and outbound target account prospecting, each with its own strategy and processes. This complexity makes it difficult for go-to-market (GTM) organizations to easily articulate the needed resources or expected contribution from sales development efforts.
This model helps answer the question “How many SDRs do I need to hit pipeline goals?” based on the state of current headcount and pipeline conversion rates, with considerations for turnover and new SDR ramp times.