5 ways I'm seeing the SDR model evolve in the wild

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5 ways I'm seeing the SDR model evolve in the wild

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(based on working with 100+ SDR teams in the past five years)

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✅ 1) Hiring industry vets vs. recent college grads

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This is a lot in vertical SaaS.

Example: SaaS company that serves large commercial construction contractors. They hire reps with 5+ years of industry experience who do way more than cold email and cold call.

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Their reps attend events and work a tight ABX strategy on large enterprise accounts. And their OTE is $150k+

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This isn't a common model (yet) but can work well in enterprise vertical SaaS.

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✅ 2) Providing deal assistance

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SDRs help AEs re-engage closed/lost or stalled deals. And they provide multi-threading support early in sales cycles.

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This has become a common trend in the last few years. Works well with experienced SDRs and a great RevOps team.

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✅ 3) Super lean SDR teams that rely on AI/tech-stack

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The SDR team is small and mighty. Reduced headcount in exchange for technology. They use tools like Clay to automate 99% of account selection, list-building, etc.

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Sounds great in theory, but I've only seen talking heads on LinkedIn talk about this approach.

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Never seen it in action. And when I ask? No one can show me.

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I don't believe this is the future for enterprise. Working for SMB though.

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✅ 4) Connecting to revenue

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Most SDR orgs are moving toward measuring SDR success on qualified pipeline and closed/won revenue.

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Comp. on meetings & demos set should be a half or less of an SDR's compensation. It incentivizes the wrong outcome.

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Many orgs are already doing this and you're behind if you aren't.

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This is an excellent forcing function.

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✅ 5) Inside Sales Rep (ISR) Model

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An old trend that's coming back with many orgs. This works well if your only sales motion is enterprise.

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The ISR is responsible for breaking into net-new accounts and works smaller deals (less than $50k). They close pilots, trials, etc.

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How's your org adapting?

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