SDR teams
Hiring, ramping, managing and measuring sales development reps.
SDR teams, in brief
An SDR (sales development representative) prospects and books meetings so account executives spend their time selling. The job description is the easy part; the cost and time to hire, ramp, manage and replace reps is where most teams get surprised.
By our cost model, one in-house SDR costs about $125K in year one at a $55K base salary, before ramp time.
Start here
- What is the Role of an SDR in Sales?Article · Feb 2023 · 18 min
- What Is the Role of a BDR in Sales Development?Article · Nov 2023 · 7 min
- BDR vs. SDR: What’s the Difference?Article · Nov 2021 · 6 min
- How to Manage an SDR Team for Best ResultsArticle · Oct 2025 · 6 min
- SDR KPIs & Metrics to Keep Track ofArticle · Oct 2025 · 5 min
- How to Hire Effective Cold Callers for Your BusinessArticle · Nov 2025 · 14 min
- In-House SDR vs. Outsourced SDR: What It Costs and When Each WinsArticle · Oct 2026 · 9 min
- What Does an Outsourced SDR Do?Article · Oct 2025 · 3 min
Benchmarks for your reps
What does an in-house SDR really cost?
Pay, tools, hiring, turnover, coaching and ramp, monthly and per meeting, next to an outsourced program.
Run the numbers →More on sdr teams
Learn how to build a winning SDR compensation plan. Discover key components, performance models, and strategies to attract top talent.
Learn strategies to recruit and hire top SDR talent. Boost sales performance, enhance your hiring process, and build a winning sales team.
Learn strategies to scale your SDR team effectively. Boost sales, enhance productivity, and drive growth with expert sales development tips.
Discover the must-have tools for SDR success. Boost productivity by 30%, close deals, and streamline workflows with the right tech stack.
Discover the right time to hire SDRs to optimize your sales team. Learn key signs, benefits, and ways to boost efficiency and drive growth.
Combat SDR burnout and turnover with strategies that build resilient sales teams. Learn how to create a great culture that retains talent.
Want to hire the best SDRs for your growth efforts? Here are some best practices on how to be a good SDR to secure more sales meetings.
While both are essential for business growth, it’s important that your SDRs are BDRs first. Explore how this can positively impact your results.
SDRs open conversations and AEs close them. Where each role starts and stops, how the handoff works, and which one to hire first.
Photos on this page: the Abstrakt sales floor in St. Louis, Abstrakt photo (Abstrakt original, September 2026).
