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The Great SDR Downsizing: 36% of B2B Companies Cut Sales Development Teams in 2025
- 36% of B2B companies decreased their Sales Development Representative (SDR) headcount in the last year.
- Only 19% of companies increased their SDR headcount, the lowest growth rate among sales functions.
- AI tools and automation are leading to more efficient SDR teams, with companies doing more with fewer people.
- Focus is shifting towards quality over quantity in sales interactions, leading to targeted campaigns and higher-skilled professionals.
- Economic pressures often result in SDR roles being the first to get cut.
- Companies that increased their SDR teams are likely experiencing significant competitive advantages.
- Investing in AI-augmented SDRs, finding product-market fit, and creating hybrid roles are key strategies for growth.
- Sales Engineers are seeing growth, suggesting a move towards technical selling in complex B2B software.
- Sales leaders are advised to invest in AI tools, focus on quality metrics, and consider hybrid roles.
- The data indicates an evolution, not extinction, of the SDR role towards smaller, more efficient teams focused on quality interactions.
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