Your SDR team is active, but the results feel off.
Calls are happening. Emails are going out.
Yet, meetings are inconsistent, and the pipeline feels unstable.
You’re not alone. This guide is for founders, managers, and heads of sales trying to build a predictable system, not just motivate reps with dashboards and hope.
Inside, you’ll find 18 SDR metrics that matter.
Metrics that show:
These aren’t vanity KPIs.
They’re real indicators used by high-performing teams to improve meetings, pipeline, and revenue, not just activity.
If you want a sales engine that scales, start here.
These 18 SDR metrics show you what’s working, what’s broken, and where reps are bleeding pipeline.
Not gut feelings. Not vanity dashboards. Just numbers that drive revenue.
These tell you what your reps are doing every day — and if it’s even worth doing.
Target: 50–60 calls/day.
Tracks pure outbound effort. But don’t stop at totals — filter by call connect rate and outcomes.
Target: 50–70 personalized emails/day.
Track personalization rate, bounce rate, and reply rate — not just emails sent.
Goal: 5–10 LinkedIn interactions/day.
Count meaningful actions only — DMs, voice notes, or comment threads that lead to responses.
These measures show how your market is reacting to your outreach.
Benchmark: 20–25%.
Poor open rates = bad subject lines or sender names. Fix them, or your email never gets read.
Target: 6–10%.
Low replies? That’s a message-market mismatch. Test CTAs, first lines, and relevance.
Goal: ~20%.
If reps are calling at the wrong time or wrong region, it takes this. Use local presence and time zone logic.
Track engagement across email, phone, and social per lead.
Use tools that combine all touchpoints. Buyers rarely respond on just one channel.
These tell you if your effort is turning into meetings and revenue.
Target: 5–8 per week per SDR.
Only count completed meetings. Track show-up rate and reschedules separately.
Benchmark: 20–25%.
Tells you if the meeting was with the right person — and if discovery was done right.
Target: Under 5 minutes for inbound.
The longer you wait, the colder they get. Speed here directly impacts close rate.
This is where SDRs turn work into actual dollar value.
Average: $4.8M–$8M/year per SDR.
This tracks the total influenced pipeline, not just sourced. Weight deals are based on progression.
Target: 3–5 ops/month.
These must be qualified and accepted by AEs. Anything else is noise.
You don’t need more leads. You need better ones. These sales development KPIs tell you if what you’re generating is worth anyone’s time.
Use call recordings and AI to track talk-to-listen ratio, objection handling, and question depth.
Coach to what the data says, not just “gut feel.”
Score leads based on fit (firmographic), behavior (engagement), and intent (signals).
Use lead scoring models that update weekly.
Simple 1–5 rating from AEs on each lead.
If your AEs hate the handoffs, you’ll know fast and fix upstream qualification.
These SDR KPIs measure how fast and smart your reps are working, not just how hard.
Benchmark: Under 7 days from first touch.
Slow speed = lost interest. Automate follow-ups to close the gap.
Track: How many touches does it take to book a meeting?
Remove dead steps. Optimize weekly.
Target: 95–100% CRM and tool logging.
No data = no coaching. Use auto-logging tools to reduce manual entry.
You’ve got spreadsheets, call logs, CRM notes, and a dozen disconnected tools.
And still no idea why reps are missing quota.
Here’s how high-performing teams track the right SDR metrics, without building a second job in Excel:
Once a week. Same time. Same place.
Pull the top 5 metrics that predict pipeline (not just activity).
Review it with your team. Make decisions fast. No fluff meetings.
If your tech stack can’t pull activity, engagement, and conversion into one view, it’s slowing you down.
Use tools like Salesforge, Gong, or Outreach that plug into your CRM and auto-log everything.
Better yet?
Use Agent Frank — our AI SDR inside Salesforge.
It runs the outreach, tracks the metrics in real time, and shows you exactly who’s booking meetings… and who’s just pretending to work.
AI SDR vs SDR: Which one should you pick in 2025?
Every SDR should have a live scorecard.
No one’s motivated by a CSV file.
But a scoreboard? That changes behavior.
Stop guessing. Start spotting patterns.
Are reps with slow lead response times converting less?
Is one sequence outperforming the rest?
Are high-quality leads still getting ignored?
Your metrics will tell you. You just need to look.
If it can be tracked by AI, let it.
If it needs human review, schedule it.
Your job isn’t to manage inputs, it’s to manage outcomes.
And the only way to do that is to remove noise from your dashboard so you can finally see what matters.
Let’s wrap this up.
If you’ve made it this far, you’re not just managing an SDR team — you’re trying to build a machine.
Here’s what we covered:
✅ You learned the 18 SDR metrics that actually matter — not vanity stats, but real KPIs that drive meetings, pipeline, and revenue.
✅ You saw how to track activity, engagement, conversion, pipeline, quality, and efficiency — without needing six tools and a math degree.
✅ You now know what good looks like — and what to coach when reps fall short.
Let’s test it real quick — ready?
If you hesitated even once, the system isn’t working yet.
But now you’ve got the map.
And if you want to skip the manual setup and just use what already works…
👇 Want to see what this looks like in action? Agent Frank (our AI SDR) runs the entire system — booking meetings, tracking these metrics, and keeping your pipeline predictable. [Book a demo]
