The Failure Rate of SDR-to-AE Promotions

The head of Sales Development for a $50M SaaS company recently shared some interesting team data with me. Excluding recent hires and the team currently in place, the group had 55 terminations, promotions, transfers, and quits over the last three years. A little high, but not too far above the median. Breaking down the individual data, I found the following: Roughly 60% of his SDRs were promoted or internally transferred. That’s great stuff! But on the flip side, and a concerning...