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The State of Sales Development
Orum worked with Qualtrics to survey 1,000 sales professionals about sales cycles, outbound tools, how they build pipeline, and so much more. This report is loaded with metrics and data you need to lay the groundwork for present and future sales success for your team.
51%
of all pipeline comes from phones
54%
say customer acquisition cost is up
66%
expect SDR headcount to increase
Summary
Sales development has long been vital to pipeline generation. That said, it’s often misunderstood, underinvested, and mismanaged. This leads to burnout, constant turnover, and companies spending countless dollars searching for solutions.
This survey report provides not only the data behind the modern sales development environment, but also offers a plan of action that you can use to build a sustainable and supercharged sales organization. One that is based on sales development you can count on to reliably grow pipeline opportunities efficiently and effectively.
Sales development doesn’t have a finish line but rather it requires continual investment but by understanding the landscape, you can assure your return on that investment will continue to grow.
This survey report provides not only the data behind the modern sales development environment, but also offers a plan of action that you can use to build a sustainable and supercharged sales organization. One that is based on sales development you can count on to reliably grow pipeline opportunities efficiently and effectively.
Sales development doesn’t have a finish line but rather it requires continual investment but by understanding the landscape, you can assure your return on that investment will continue to grow.
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What to Expect
Metrics on the current state and future expectations about sales development
Insights on the relationship between sales development reps and account executives
Tips on effective omnichannel selling
A look at the realities modern sales development representatives face
Recommendations on building a sustainable sales engine at your organization
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