Dear SaaStr: How Long Do You Have as an SDR/BDR if You Aren’t Hitting your Quota?

In my experience, no matter what anyone says, most sales professionals are given three chances:

  • 3 sales cycles to ramp up for an AE.
  • 3 quarters for enterprise / field reps (even if they close nothing the first 6 months).
  • And … 3 months for SDRs to scale up and deliver high quality leads to AEs.

You’ll usually know faster than that if they are going to make it … much faster, really. You’ll know after 1.5 chances. You’ll probably know in 30 days.

But sales managers will generally give them 3 chances.

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