Why SDR Teams Miss Quota in 2026 (And Why Effort Is Not the Problem)

Written By Jan de Blanck

Most SDR teams are not missing quota because they are lazy

They are missing quota because they are spending too much time on the wrong work.

When pipeline slows down or meetings are missed, the default reaction is usually:

  • Ask reps to make more calls

  • Send more emails

  • Work harder

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Jan de Blanck
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