Salesforce
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Former Employee Depending on your vertical in the BDR org, some teams are basically Hollywood. It’s not about how much money you bring in — it’s about being visible at every extracurricular while hitting quota.
Roughly 70% of Salesforce BDRs don’t actually call, email, or do real outbound. Around 80% don’t even know how to cold call. Their meetings are handed to them by AEs. Put them in a cold call battle or ask how they hit metrics, close deals, or define next steps — most couldn’t answer. Many lack even basic product knowledge.
The issue starts with leadership. BDR managers don’t teach people how to sell; they let peers train each other on how to “look successful.” The truth is, most Salesforce BDRs aren’t selling at all. Only a small percentage actually perform above their job description.
The rest spend their time booking dinner reservations to get meetings or repiping old, dead opportunities to inflate next year’s numbers. The BDR leadership org needs a hard reset — because what they’re running isn’t sales. It’s theater.
3.3
Nov 3, 2025
3 Useful
