OK10: How this CRO brings in $72K ARR per BDR, monthly, in SMB w/ a 2:1 BDR-to-AE Ratio - Kyle Norton, CRO at Owner.com
Outbound Kitchen - B2B Sales Podcast
Optimizing Sales Team Structures
This chapter explores an innovative sales team structure featuring a two-to-one ratio of Business Development Representatives (BDRs) to Account Executives (AEs), examining its positive impact on efficiency and Customer Acquisition Cost (CAC). The discussion emphasizes the unique skill sets required for outbound efforts, the emotional challenges faced by BDRs, and the importance of specialized roles for better appointment outcomes. Additionally, it highlights the significance of robust onboarding, enablement processes, and strategic use of sales acceleration tools to enhance overall team productivity.
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