How many accounts t should you target? (cont’d) f o elopmen t Based v oun c art 7c P The WHO ASales De You can also look at it based on the capacity Engagio customer sample: accounts per account owner of your outbound Sales Development Reps 400 (SDRs). According to TOPO, the ideal number of accounts per SDR is 88 at a time. (That is of 350 course an average, the right actual number will vary by deal size and complexity.) The question is, 300 how often can you contact a given account? 250 Assuming every six months is the right frequency, then the right total number of accounts is 6 x 88 = 200 528… or about 500 accounts per outbound SDR. 150 But remember, there are big assumptions built into that calculation. In practice, the number 100 of accounts in an ABE program and the number 50 of SDRs per account varies quite a bit. 0 “A better guide to the best Across a sample of Engagio customers, the median number of accounts per account owner is 50. Quite a few Engagio customers have a lower number, 20 to 30 accounts per account owner, and quite a few have 100 accounts-per-SDR ratio might or more accounts per owner. be the number of people in the buying organization rather “We’ve seen 200 accounts per than pure deal size.” rep and 10 accounts per rep.” Ken Krogue J.J. Kardwell President and Founder, President & Co-founder InsideSales.com EverString 38