You're building your founding SDR/BDR team
You have a number to hit and no SDR function yet, or one rep and a founder still doing outbound.
- How many SDRs the number actually needs
- Who to hire first, and how to ramp them
- What to measure from week one
Free tool for CROs & CFOs
What's your SDR team actually worth? Can it carry the plan?
Enter your revenue target, your roster and what the team costs. The free SDR Capacity Plan shows how many SDRs the target needs, the gap to the team you have, and the ROI and payback of the whole program. Then download it as a PDF.
Your plan in four numbers
- SDRs your target requires
- Gap to the team you have
- SDR program ROI
- Payback in months
Who this is for
Two situations. Same first question.
Your SDR function is in question
Leadership is asking whether SDRs are worth it. Before you cut it, find out if it's the reps, the system or the model.
- What the team produces vs. what the plan needs
- Whether the program pays for itself
- Whether to grow, correct, or optimize
Find Their Formula
Every SDR has a formula. Blake helps them find it.
A clear path to quota comes from giving SDRs control of their day-to-day: what to do today, how well they did it, and what actually converts. When reps own their numbers, managers coach instead of chase.
Find Your Formula: SDR Evaluation- 01KickoffKnow where to spend today
- 02The workCalls, emails, social
- 03ReviewHow well it was done
- 04ConversionWhat actually turned into pipeline
- 051:1Adjust the formula
What RevEng does
Fractional SDR and sales leadership, inside your team.
Blake works in your team's weekly rhythm, not from the sidelines. Five areas, scoped to what your team needs.
Build the SDR function
For teams standing up their first SDRs or BDRs.
- Role profile, hiring plan and interview framework
- Onboarding and a ramp plan with clear benchmarks
- Segments and a career path tied to outbound
SDR performance management
The weekly rhythm that turns activity into pipeline.
- Daily kickoffs and bi-weekly 1:1s with every rep
- Call, email and sequence reviews with role play
- Individual development plans from real data
Revenue Operations
The revenue system around marketing, SDRs and sales, built in your CRM.
- Pipeline stages with clear entry and exit criteria
- Inbound routing, response times and follow-up
- Automations that take manual work off the team
Data-driven performance
Decisions made on numbers, not on feel.
- Baseline metrics in the first 30 days
- Dashboards for pipeline health, activity and conversion
- A weekly pipeline review that runs on facts
Humanized training & paraverbal
How reps sound matters as much as what they say.
- Tone, pace, pauses and energy on live calls
- Coaching on real conversations, not scripts
- Messaging that sounds like a person wrote it
How it works
90 days. Three phases. A clear finish line for each.
Assess & set the foundation
- Map the sales process end to end and audit the CRM
- Set baseline metrics and start the coaching cadence
- Define the SDR/BDR role, then hire and train
You getA current-state assessment and baseline report
Implement & coach
- Pipeline stages, inbound flow and messaging live in the CRM
- Dashboards and a weekly pipeline review
- Development plans and structured role play
You getA documented process and dashboards in place
Optimize & hand over
- Use the data to see what converts and where deals stall
- Write the sales playbook and management rhythm
- Review against baseline and decide what's next
You getThe playbook and a 90-day report against baseline
At day 90 we decide together: keep going, change the scope, or hand it to your team.
Free tools
Start with your numbers.
The same models Blake uses with clients. Free, no sign-up, and nothing you enter leaves your browser.
For CROs & CFOs
SDR Capacity Plan
Turn a revenue target into SDR headcount, check it against your roster, and see ROI and payback. Download it as a PDF.
Run the planFor SDR leaders
Find Your Formula: SDR Evaluation
Score each rep on activity, quality, conversion and process, with coaching priorities and a team summary.
Evaluate your teamFunnel health
Pipeline Evaluation
Enter your funnel by period. Get a health score, SDR vs. marketing contribution and a list of what to fix first.
Check your pipeline
About
Meet Blake Robinson.
Blake leads SDR and sales teams as a fractional Head of Sales and Head of SDR, working with companies that are building their first SDR function or deciding what to do with the one they have.
The SDR role isn't dying. Bad SDR programs are.
- ResearchThe State of Sales Development 2026Blake is the author of the SDR Leaders report, launching late October 2026.Get the report
- InterviewsFuture State of SDRA weekly 30-minute conversation with SDR leaders, CROs and CMOs.Be a guest
- SpeakingKeynotes & workshopsOn sales development and what to change on Monday. In person or virtual.Book Blake to speak
FAQ
Questions people ask first.
What does a fractional Head of Sales or Head of SDR actually do?
The same job a full-time leader would do, on a part-time schedule. He works inside your team's weekly rhythm: coaching reps, running the cadence, building the process in your CRM and reporting on what's working. Not advice from the sidelines.
How much of your time do we get?
A set amount each week, agreed up front and sized to what your team needs. We'll scope it together on the first call.
How long does an engagement last?
It starts with a 90-day plan. At day 90 we decide together whether to keep going, change the scope, or hand it over to your team.
How is pricing structured?
A fixed monthly retainer. Blake shares specifics after a short call, once he understands the scope.
What happens on the call?
Bring your numbers: target, roster, conversion and cost. You'll leave knowing whether to grow, correct, or optimize your SDR team, even if you never hire him. If Blake isn't the right fit, he'll tell you.
Are the tools really free? Where does your data go?
Yes, they're free and there's no sign-up. All three run entirely in your browser and save to your device only. Nothing you type is sent to Blake or anyone else. The capacity plan PDF is generated on your device, too.
Do you speak at events?
Yes: keynotes, workshops and panels on sales development, in person or virtual. Send Blake the date, audience and format.
Next step
Want Blake to analyze your team?
Bring your numbers. You'll leave knowing whether to grow, correct, or optimize your SDR team, even if you never hire him.
This opens an email to Blake. He'll reply with times.