“Telehandelshuset Sarah Poulsen 20130307 9F” by News Oresund is licensed under CC BY 2.0

Product Managers Should Spend One Day a Month with Their SDR Team

John Mecke
Aug 20, 2019 · 3 min read

Sales Development Reps are the assembly line workers of the enterprise software market in 2019. While product managers are not responsible for sales, they should understand the dynamics of this critical aspect of their product’s sales machine. SDRs are on the front line. Every day they pitch the core messages and value equations of products to prospects. They are an excellent source of market feedback and validation. Product managers should spend one day a month with their SDR Team.

SDR’s Are Busy

Day in Life of of SDR
Day in Life of of SDR
A Day In The Life Of A Sales Development Rep

SDR’s Are Paid Relatively Well

sdr compensation 2010-2018
sdr compensation 2010-2018
Bridge Group SDR Study

Majority of SDR’s Have Less Than 2 Years of Experience

sdr experience at hire
sdr experience at hire
Bridge Group SDR Study

Quota Performance is Similar to Account Executives

sdr quota performance
sdr quota performance
Bridge Group SDR Study

Incentive Compensation is Activity Driven vs Revenue Driven:

Bridge Group SDR Study

Prospects Are Harder to Reach in 2019

sdr attempts per prospect
sdr attempts per prospect
Bridge Group SDR Study

Technology is a key enabler of SDRs:

sdr tech by talc stage
sdr tech by talc stage
Bridge Group SDR Study
sdr tech spend
sdr tech spend
Bridge Group SDR Study

Product Managers Need to Arm SDRs

Hubspot Study

Summary

Originally published at Development Corporate.

Development Corporate

Musings of a reformed private equity operator on product…

John Mecke

Written by

John has over 20 years of experience in leading product management and corporate development organizations for enterprise firms.

Development Corporate

Musings of a reformed private equity operator on product management and corporate development

John Mecke

Written by

John has over 20 years of experience in leading product management and corporate development organizations for enterprise firms.

Development Corporate

Musings of a reformed private equity operator on product management and corporate development

Medium is an open platform where 170 million readers come to find insightful and dynamic thinking. Here, expert and undiscovered voices alike dive into the heart of any topic and bring new ideas to the surface. Learn more

Follow the writers, publications, and topics that matter to you, and you’ll see them on your homepage and in your inbox. Explore

If you have a story to tell, knowledge to share, or a perspective to offer — welcome home. It’s easy and free to post your thinking on any topic. Write on Medium

Get the Medium app

A button that says 'Download on the App Store', and if clicked it will lead you to the iOS App store
A button that says 'Get it on, Google Play', and if clicked it will lead you to the Google Play store