Van Voorhis: A 1:1 SDR-to-AE ratio increases CAC by idling expensive AEs
Kyle Van Voorhis · How I use sales data to increase revenue without hiring more reps · Jun 30, 2023 · at 13:58
This episode carries Kyle Van Voorhis's own address, with nobody on the show putting questions to them. It still counts as said, and it is kept out of every score on their page.
Sales consultant Kyle Van Voorhis analyzes team ratios and sales efficiency using his sales model calculator.
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“SDRs are cheaper than AEs. So when you have the one-to-one ratio, you're, this is not full CAC, but it is impacting CAC. Your CAC is increasing because you have higher more expensive employees who are sitting around not doing demos.”
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Van Voorhis: Sales failures stem from unclear expectations, not software
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Van Voorhis: Standard SDR expectation is 100 activities per day
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