Metric Monday: How Long Do BDRs Follow Up Before Moving On?

Options
saraboostani
saraboostani Posts: 318 6senser
edited April 7 in Research Road

Hi all,

One question that comes up a lot is how long BDRs should keep following up with a lead before moving on. We started tracking that in this year’s State of the BDR survey 🙂

On average, BDRs reported spending about 53 days following up with an account before deciding to step away.

We found a modest but statistically reliable correlation between larger deal sizes and more days spent following up (r = .18). It makes sense that BDRs show more persistence when larger deals are at stake, however, the number of days spent following up with an account was not reliably related to quota attainment nor relative performance within a BDR organization compared to peers. 

So while longer sequences may feel like the right move, the data tell us that simply increasing the length of a BDR sequence does not translate into better performance.

@Kerry @Ernest Owusu

Tagged:

Comments

  • Kerry
    Kerry Posts: 133 6senser

    That's right. The interesting twist here is that buyers really are going to engage when they are ready and not before. So, longer cadences will be more likely to catch someone when they hit the point where they want to engage, but they are NOT causing buyers to engage. This suggests that ongoing nurturing and enablement are the right approach, while making yourself available. Point-in-time cadences are really unlikely to work, and we know that from the success rate.

Categories