For inbound BDR's, what is a reasonable monthly/quarterly quota? I was averaging about 30 meetings/mo, but even at 35, I was barely at 70% attainment. Is asking for 60/mo unreasonable?
Hey OP - whats your avg deal size? 60/mo feels pretty high unless you're working with SMBs. Hows the rest of your team doing? Is anyone getting close to the 60/mo goal?
Agreed with this. 60 feels very high for any industry/situation.
There are no other BDRs or SDRs at the company, so leadership has nothing to compare against other than their own expectations. On average, there are about 300 inbounds per month with maybe 15 of those being straight demo requests/form submissions and maybe another 50 or so of that number within ICP and/or decent quality but no request or submission. The rest are extremely low quality and out of ICP. So I'm converting close to 100% of the demo requests and form submissions and about 50% of the remaining "quality" leads (about 10% of overall inbounds) and the average deal size is around $15k even for new ENT customers. Given this context, would it seem like the goal is unreasonable?
I don't think you (or anyone) can objectively say what's reasonable / unreasonable except based on the results that you're seeing. Honestly I think the biggest issue is that it sounds like you're the only one in this role. This is why some people advise that companies never hire just one sales rep - always at least 2, and better yet 3. Then you have a range of performance outcomes and you can figure out what the standard should be. But with just you doing this, there's really no way to know what's attainable.
What are the levers that you / your manager feel you can use to increase meetings? If inbound is your only source of leads, then it seems like it's just conversion rate - ie, how good are you on the phone. What's the range across the team for calls/meeting rate? And how does yours fall? Do you have any other ways to increase meetings (ie, outbound, emailing, etc)?
Was explicitly told: "We will never do cold outreach because cold calls and cold emails are a waste of time."
Some of this depends upon the average transaction size, but if you're exclusively inbound (i.e. fielding what comes in from marketing) really the number that you're comped against is a downstream effect of the volume that you are given, factoring in the average conversion rate (inbound to meeting) across the team. To add more color - if the average inbound conversion rate is 10% you would need to get 600 inbounds to hit a 60 quota. So how many are you getting roughly per month and what is your conversion rate. If you're constantly missing quota, BUT your conversion rate is about average across the entire team, then you have a legit reason to be a bit frustrated. Hopefully this makes sense!