Before you fire your SDR leader, swap out your data provider, or change your cadence software, have you actually looked at what's underneath? Most of the time when an SDR team isn't hitting targets, the problem isn't the people. It's that the operational foundation was never built in the first place. No defined ICP, no capacity-based territories, no step-by-step process that reps can actually execute consistently.

In this episode, Eddie Reynolds and Rachael Bueckert break down exactly how to diagnose what's broken in your SDR motion before making expensive changes. The conversation covers why only 23% of B2B SaaS pipeline is actually ICP fit and what that costs you, how to calculate exactly how many accounts your reps can work without skipping steps, why the top Salesforce reps made five calls a day while the bottom reps made 40, and what should actually be on your SDR dashboard tomorrow morning.

Resources mentioned in this episode:

GTM Efficiency Pyramid Framework

Outbound Efficiency Framework

01:23 - What "my SDR team isn't working" actually means

04:46 - Process vs. execution: isolating where it's breaking

09:50 - Why the SDR manager is set up to fail

23:01 - ICP discipline and the 8x efficiency gap

33:53 - How to calculate your real account capacity

41:56 - Segmentation: why bouncing across 15 industries kills performance

45:55 - What belongs on the SDR dashboard

49:09 - Five calls to power vs. 40 calls to nobody

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What to Do When Your SDR Team Isn't Working

GTM Science - A show for GTM and RevOps leaders

What to Do When Your SDR Team Isn't Working