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Most pipeline targets get set before anyone does the math
Most teams hire a quarter too late.
And almost nobody models what happens when two reps miss quota in the same month.
We built the benchmark to fix that. In partnership with Blake Robinson at SV Academy, we surveyed SDR leaders across the community on the questions Finance keeps asking and most teams can't answer with data.
A few numbers that stopped us cold
59% of capacity plans hide ramp-lag exposure entirely. The pipeline shortfall from reps who aren't fully ramped is sitting invisible in most models right now.
41% of leaders hire reactively. Not on a plan. When the gap appears.
True hiring lead time is 4 to 6 months once you count ramp. If you're starting when you feel the pain, you're already two quarters behind.
Year one is only ~9 productive months, not 12. With a 3-month median ramp, most teams are calculating cost-per-rep on math that's flat wrong.
Only 30% of leaders run scenario layers. Almost no one models what happens when the plan slips.
This is defensible data for the conversations that matter: plan sign-off, board reviews, and capacity negotiations with Finance. The kind of numbers that didn't exist until now.
Join us
Blake and I will be discussing this data in more depth and answering your questions on 23rd June. Come and join us: https://luma.com/sdr-a8mf
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