10 Things We Learned from Our 2024 BDR Research

saraboostani
saraboostani Posts: 305 6senser
edited March 2024 in Sales

Hey all,

I'm a Market Research Analyst here on the 6sense Research team led by former VP and Principal Analyst with Forrester, @Kerry. Together, we get to research all things B2B - one of them being the BDR/SDR function. We recently wrapped our annual BDR Survey & Benchmark Report (find the full report here) and we're excited to share 10 key insights from our research below.

If you haven't already joined our Research Road on RevCity, we'd love to have you onboard (you can find our page here). We use this space to open conversation about our most interesting findings and to keep you updated on new reports and developments. Cheers!

10 Things We Learned from Our 2024 BDR Research

  1. The majority (75%) of BDR organizations have either grown or maintained their size. 
  2. While most companies maintained their quotas, a larger percentage (39%) raised them this year compared to last year’s 29%.
  3. Despite slightly higher quotas for 2024 compared to 2023, BDRs maintained their performance, achieving approximately 81% to 90% of their quota, similar to last year’s figures. 
  4. BDRs engage in multithreading, with 83% reporting that they reach out to an average of 6.7 contacts for outbound prospecting and 4.8 contacts for inbound.
  5. BDRs’ reported sense of feeling supported has declined over the years, from 76% in 2022, 64% in 2023, to 58% in 2024. 
  6. For the third consecutive year, BDRs who feel supported achieve higher quotas than those who do not. 
  7. BDRs express a need for more encouragement from leadership and request contact and intent data to feel equipped to meet expectations. 
  8. Among BDRs using AI, call transcription and email writing tools are the most utilized. 
  9. A majority of BDRs (71.5%) receive minimal to moderate training on the AI tools they use. 
  10. BDRs generally view AI tools positively, with 65% believing they enhance productivity, while less than 9% perceive them as a threat to their role’s future. 
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