What is a Good SDR Productivity Benchmark?
Updated: February 16, 2026 | Source: Optifai Sales Ops Benchmark (N=939 companies)
Top-quartile SDRs generate 12-15 qualified meetings per month, while the median sits at 8-10. Daily activity benchmarks break down to 50-80 outbound calls, 30-50 cold emails, and 15-25 LinkedIn touches, with multi-touch sequences converting at 4-7%—roughly 2-3x higher than any single channel alone (Optifai Pipeline Study, 2026, N=939 B2B SaaS companies with activity-level CRM data).
SDR productivity benchmarks: Top performers hit 12-15 qualified meetings/month, while average is 8-10. Daily activities: 50-80 calls, 30-50 emails, 15-25 LinkedIn touches. Conversion rates: Cold call 2.5%, Cold email 1-2%, LinkedIn 3-5%. Best SDRs maintain 1:3 to 1:5 meeting-to-opportunity ratio. Ramp time to full productivity: 3-4 months. Source: Optifai Sales Ops Benchmark (N=939 companies, Q1-Q3 2025)
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Key Data
Meeting Output (Monthly)
- Top 25% SDRs
- 12-15meetings
- Median
- 8-10meetings
- Bottom 25%
- 4-6meetings
- Elite 10%
- 18+meetings
Source: Optifai Sales Ops Benchmark
Updated: 2026-02-16
Daily Activity (Top Quartile)
- Outbound Calls
- 70-80/day
- Cold Emails
- 45-55/day
- LinkedIn Touches
- 25-35/day
- Total Outreach
- 140-170/day
Source: Optifai Sales Ops Benchmark
Source: Optifai Pipeline Study (2026, N=939 B2B SaaS companies).
Channel Conversion Rates
- Cold Call
- 2.0-3.5%to meeting
- Cold Email
- 0.8-2.0%to meeting
- LinkedIn DM
- 2.0-4.5%to meeting
- Multi-Touch
- 4.0-7.0%to meeting
Source: Multi-touch outperforms 2-3×
Ramp Time to Full Productivity
- Month 1
- 20-30%quota
- Month 2
- 40-60%quota
- Month 3
- 70-90%quota
- Month 4+
- 100%+quota
Source: Average 3-4 months to full productivity
Source: Optifai Pipeline Study (2026, N=939 B2B SaaS companies). Multi-touch conversion rates based on sequence-tracked outreach data.
Daily Activity Benchmarks
Outbound Calls
Cold Emails
LinkedIn Touches
Source: Optifai Pipeline Study (2026, N=939 B2B SaaS companies). Activity volumes represent daily averages by performance quartile.
The "Activity Trap" Warning
High activity doesn't guarantee results. Our data shows SDRs with 80+ calls/day but poor targeting often underperform those making 50 calls with better research. Focus on meetings that convert—not just activity volume. Meeting-to-opportunity ratio matters more than raw meeting count.
About This Data
This benchmark is based on activity and outcome data from 939 B2B SaaS companies collected in Q1-Q3 2025. Data is segmented by performance quartile, company size, and ACV to ensure relevant comparisons.
Read full methodologyUpdate History
Data last updated: February 16, 2026
- ✓Evergreen formatting: titles and headings no longer include year references
- ✓Metadata centralized for consistency across all benchmark pages
- ✓Initial publication with SDR benchmark data from 847 reps
- ✓Added daily activity benchmarks (calls, emails, LinkedIn)
- ✓Included meeting output by performance quartile
- ✓Added channel conversion rate analysis
- ✓Documented ramp time to full productivity
Impacted metrics:
Regularly updated with latest industry data
Optifai Research Team
VerifiedLed by Yusuke Onishi (Founder & CEO) with 15+ years of B2B sales operations experience. Our research team analyzes pipeline data from 939+ companies to deliver actionable benchmarks for sales leaders.