Document
The 2026 State of Sales Development
This report was built on survey responses collected in Wynter from 300 sales professionals across multiple industries and company sizes. It incorporates both quantitative and qualitative insights. Data comparisons to 2024 reflect findings from last year’s State of Sales Development report. The goal of this report is to surface trends, interpret patterns, and highlight actionable insights for revenue organizations.
64%
say calling is an effective driver of pipeline
12%
of respondents using AI for coaching
80%
say CAC is up or the same as previous year
Summary
AI has altered workflows, expanded revenue teams’ tech stacks, and raised expectations around efficiency. It has also contributed to an explosion of automated outreach that has reduced the impact of traditional digital channels. Buyers are harder to reach, CAC continues to rise, and sales cycles remain slow. Amid this volatility, one truth has become more visible than ever: real conversations drive revenue.
What does this mean for Sales Development? It’s become a function that is maturing in scope, strained by efficiency challenges, and searching for clarity around who owns pipeline and how to create it consistently. The data also shows that while AI adoption is rising, its impact is uneven. Many teams use AI for research, enrichment, and list building, but very few use it to improve the conversations that actually create pipeline.
This report explores what has changed in the past year, what has stayed the same, and where revenue teams must focus to thrive in 2026.
What does this mean for Sales Development? It’s become a function that is maturing in scope, strained by efficiency challenges, and searching for clarity around who owns pipeline and how to create it consistently. The data also shows that while AI adoption is rising, its impact is uneven. Many teams use AI for research, enrichment, and list building, but very few use it to improve the conversations that actually create pipeline.
This report explores what has changed in the past year, what has stayed the same, and where revenue teams must focus to thrive in 2026.
Download Report
What to Expect
Data on AI usage in sales and if it’s actually improving efficiency
Analysis of the SDR role related to capacity and quota attainment
Insights on where organizations are focusing their AI initiatives and investment
An annual breakdown of how calling is impacting pipeline
2026 predictions for sales development’s role in pipeline generation
Share