Every growing business hits the same inflection point: you need more pipeline, which means you need more outbound activity, which means you need to either hire humans or adopt technology. In 2026, AI voice agents have matured to the point where this is a real, quantifiable decision.
This is not a philosophical debate about AI replacing jobs. It is a spreadsheet exercise. Let's look at the actual numbers.
The True Cost of Hiring an SDR
When most companies think about hiring an SDR, they think about salary. But salary is only part of the picture. According to the Bridge Group's annual SDR Metrics Report and data from Glassdoor, here is what a single SDR actually costs:
| Cost Category | Annual Cost | Notes |
|---|---|---|
| Base salary | $45,000 - $55,000 | National average, varies by market |
| Variable comp / commission | $10,000 - $15,000 | OTE typically 70/30 split |
| Benefits + payroll taxes | $10,000 - $16,000 | 20-30% of base (health, 401k, FICA) |
| Sales tools + software | $3,000 - $6,000 | Dialer, CRM seat, enrichment tools |
| Recruiting cost (amortized) | $5,000 - $8,000 | Agency fees, job boards, interviews |
| Training + ramp time | $3,000 - $5,000 | 2-3 months to full productivity |
| Management overhead | $5,000 - $8,000 | SDR manager time allocation |
| Total fully loaded cost | $81,000 - $113,000 |
And that is for one SDR. Most companies need 2-5 SDRs to maintain consistent pipeline coverage, putting the annual investment at $160,000 - $565,000.
The True Cost of an AI Voice Agent
| Plan | Monthly Cost | Annual Cost | Calls/Month |
|---|---|---|---|
| Starter | $99 | $1,188 | 200 min |
| Growth | $199 | $2,388 | 500 min |
| Professional | $499 | $5,988 | 1,500 min |
| Dominator | $1,299 | $15,588 | 10,000 |
No recruiting fees. No benefits. No ramp time. No turnover. No sick days. No management overhead. The AI starts working on day one and never leaves.
Side-by-Side: Output Comparison
Cost is only half the equation. What matters is output per dollar spent. Here is how a human SDR and an AI voice agent compare on productivity:
| Metric | Human SDR | AI Voice Agent (Growth) |
|---|---|---|
| Dials per month | 800 - 1,200 | 2,000 |
| Conversations per month | 160 - 240 | 600 - 800 |
| Working hours per week | 40 | 168 (24/7) |
| Ramp time to full productivity | 2-3 months | Same day |
| Consistency | Varies by day/mood | 100% consistent |
| Annual turnover risk | 35-40% | 0% |
| Cost per conversation | $4.50 - $7.00 | $0.75 - $1.00 |
| Annual cost | $81,000 - $113,000 | $7,164 |
The cost per conversation difference is stark: an AI voice agent delivers 5-7x more conversations at 85-90% lower cost per conversation.
The Turnover Problem Nobody Talks About
According to the Bridge Group, the average SDR stays at a company for 1.4 years. Annual turnover rates run 35-40%. Each time an SDR leaves, you lose:
- $10,000-$30,000 in recruiting and onboarding costs for the replacement
- 2-3 months of reduced productivity while the new hire ramps
- Pipeline momentum. Prospects being worked by the departing SDR often go cold during the transition
- Institutional knowledge about what messaging works, which accounts are promising, and what objections come up
Over a 3-year period, a single SDR seat will likely turn over twice, adding $20,000-$60,000 in hidden costs and 4-6 months of suboptimal productivity. AI voice agents have exactly zero turnover.
Where Humans Still Win
This is not a "fire all your sales people" argument. There are conversations where humans are clearly superior:
- Complex discovery calls where the prospect's needs are nuanced and require deep listening
- High-value account negotiations where relationship and trust are the differentiator
- Technical demonstrations that require real-time problem solving
- Emotional situations where empathy and human connection genuinely matter
- Strategic selling into enterprise accounts with multiple stakeholders
The question is not "AI or humans?" The question is "which tasks should AI handle, and which tasks deserve human attention?"
The Hybrid Model: Best of Both Worlds
The highest-performing sales organizations in 2026 are using a hybrid approach:
AI Handles
- Initial cold outreach and prospecting calls
- Lead qualification (budget, authority, need, timeline)
- Appointment setting and confirmation
- Follow-up sequences (3, 7, 14, 30 day touches)
- Re-engagement campaigns for cold leads
- After-hours and weekend coverage
Humans Handle
- Warm conversations with qualified prospects
- Product demos and presentations
- Objection handling in complex deals
- Contract negotiation and closing
- Strategic account management
This hybrid approach typically lets companies reduce SDR headcount by 50-70% while increasing total pipeline by 2-3x. The remaining human reps focus exclusively on high-value conversations where they generate the most revenue per hour. Learn more about CallsForMe's AI voice technology and how it integrates with your existing sales stack.
Real Industry Applications
The AI vs. SDR decision plays out differently depending on your industry:
- HVAC and home services: AI handles all outbound appointment setting and estimate follow-ups. Technicians and sales reps focus on in-home consultations.
- Dental practices: AI reactivates inactive patients and confirms appointments. Front desk staff focuses on in-office patient experience.
- Insurance agencies: AI qualifies and books appointments with new homeowners. Agents focus on quoting and closing.
- Solar companies: AI replaces door-to-door canvassers for initial qualification. Closers focus on roof assessments and proposals.
- Real estate: AI calls FSBOs and expired listings daily. Agents focus on listing presentations and showings.
Making the Switch
If you are currently spending $65,000+ per year on an SDR (or considering hiring one), test an AI voice agent first. CallsForMe offers Bonus calls on select plans so you can compare the results head-to-head with your current approach.
The math doesn't require a leap of faith. Run both for a month. Compare cost per appointment, show rate, and pipeline generated. The numbers will tell the story. See full pricing details.
Frequently Asked Questions
How much does an SDR cost per year fully loaded?
A fully loaded SDR costs $65,000-$85,000 per year when you include base salary ($45,000-$55,000), benefits and payroll taxes (20-30% of salary), sales tools and software ($200-$500/month), management overhead, recruiting costs (amortized), and training time (2-3 months to ramp). In high-cost markets like San Francisco or New York, this can exceed $100,000.
How many calls can an AI voice agent make compared to a human SDR?
A human SDR typically makes 40-60 dials per day, with about 8-12 actual conversations. An AI voice agent can make 500-10,000 calls per month depending on the plan, running simultaneously across multiple lines. The AI also works 24/7 including evenings and weekends, while a human SDR works roughly 8 hours per day, 5 days per week.
Can AI voice agents handle complex sales conversations?
AI voice agents excel at the top of the funnel: initial outreach, qualification, appointment setting, and follow-ups. They can handle objections, answer common questions, and book meetings. For complex discovery calls, technical demos, or negotiation, human sales reps are still more effective. The ideal setup uses AI for high-volume prospecting and humans for high-value conversations.
What is the average SDR turnover rate?
According to Bridge Group's SaaS SDR Metrics Report, the average SDR tenure is 1.4 years, with annual turnover rates of 35-40%. This means most companies are constantly recruiting, hiring, and training new SDRs. Each turnover cycle costs $10,000-$30,000 in recruiting, onboarding, and lost productivity during the ramp period. AI voice agents have zero turnover.
Should I replace my SDR team with AI or use both?
For most businesses, the answer is both. Use AI voice agents for high-volume, repetitive tasks like initial outreach, lead qualification, appointment confirmations, and follow-ups. Keep your best human SDRs for warm conversations, complex qualification, and relationship building. This hybrid approach typically reduces headcount needs by 50-70% while increasing total pipeline by 2-3x.