1 min lesson
The metrics you'd carry
Say what this means in practice: "Activities become conversations, conversations become qualified meetings and qualified meetings become opportunities the AE works."
Step 1 of 3
An SDR who can't talk about their own funnel reads as someone who waits to be told what to do. The job is a numbers machine and you're expected to read your own dashboard and adjust before a manager has to.
The funnel has four stages and each one converts to the next at a rate you should be able to estimate. Activities become conversations, conversations become qualified meetings and qualified meetings become opportunities the AE works.
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Full explanation
The SDR Funnel, Stage by Stage
Interactive diagram. Step through it with the Next and Previous controls below, or Tab to a region to read its detail.
Each hop converts at a rate you should be able to estimate - the AE-accept step is the quality gate.
- Weekly
- Activity targets - a floor on dials, emails and touches so the top of funnel never starves
- Monthly
- Qualified-meeting (SQL) quota - the outcome number that actually counts
- Quality gate
- AE-accepted rate - meetings that get rejected don't count toward the real number
- Leading vs. lagging
- Activity is leading and in your control; SQLs are lagging and the thing you're judged on
You don't need to recite Cursor's exact internal numbers, which you won't have. You do need to reason with rough industry benchmarks so you can answer “how many touches yield a meeting?” without freezing.