Why most SDR teams aren’t efficient:

Because they waste 40% of their week doing things that don’t bring revenue.

Real time-wasters like:

• List building

• Account research

• Digging for contact data

• Calling bad phone numbers

• Reaching out to bad-fit, Tier-C accounts

That’s 16 hours a week, per SDR, just gone.

If you’ve got 10 SDRs? That’s 160 hours wasted every week.

Now do the math, if each SDR costs around $52/hour (OTE of $100k):

• You’re burning $8,300+ every single week

• $33,000 a month

• Almost $400K a year

For work that doesn’t move the needle.

So what’s the fix?

• hire someone in ops and/or a data person to support outbound.

• Invest in better outbound data

• Build an advanced scoring model: LTV, and propensity scoring

• Don’t let reps pick accounts manually

• Use AI to handle the research part

All of this frees up your reps to do what they’re actually paid to do: prospect and book meetings.

If you just cut 80% of that wasted time, each SDR could probably generate at least 2 more opps a month.

Across 10 reps, that’s 20 new opps.

At a $70K ACV, that’s $1.4M in pipeline.

Even if you only close 10% of it?

That’s $140K in ARR. Every. Month.

That’s 24 new logos in a year.

$1.6M in revenue.

Just by fixing what most companies ignore.

And by the way, I ran these numbers with a SaaS company a few weeks ago. We didn’t even talk about enablement or better training yet. Just cutting waste.

It adds up fast.