Marnel14

Sales Development Representative

All SDRs Miss Q2 Quota

If none of your SDRs hit quota in Q2, does this imply that something is wrong with the compensation structure internally? My team and I will not meet quota in the second quarter because our quota structure is heavily based on opportunities generated by our AEs rather than meetings set by SDRs. Do you think that structure is fair if the AEs have such a strong grip on the SDR quota?

💰 Compensation

🤓 Sales Tech

📊 Metrics

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poweredbycaffeine

WR Lieutenant

☕️

Any sales team that measures meetings booked as a leading indicator is doomed to fail. Your metric should be meetings delivered or stage 1 opps created.

Want to hit quota? Learn how to partner with an AE and hunt together for good fit opportunities.

Kosta_Konfucius

Politicker

Sales Rep

If no one hit quota, something is wrong. Unless they are all at 99%, either they need more training or the number is too high

coletrain

Politicker

Account Executive

I have a question based on that. OP, are SDR metrics based on meetings set for commission or meetings qualified?

It could be there is a metric misalignment between the different teams.

Marnel14

Valued Contributor

Sales Development Representative

meetings qualified

Avon

Politicker

Senior Account Executive

If nobody hit quota I think quota is too high. Having been a BDR for 2 years, and now being an AE, Ive been on both sides but agree at least a large part of quota should be based on viable opps, not just meetings.

At my old job quota was based 40% meetings that you could only max out at 120% of meeting goal, and 60% based on opportunities goal that was uncapped. With a few years of being an AE under my belt I think this is fair. Too many SDRs setup trash meetings with low hanging fruit to make that all their quota, but also the job is to set up meetings so there needs to be balance.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

There really isn't enough info here to give an informed opinion. It could be a variety of factors - out of sync quota, economy, product fit, poor training, lack of motivation/leadership, poor morale, lousy AE's, etc.

But if your SDRs are setting good meetings, then your AEs should be hitting it out of the park.

StringerBell

Politicker

Account Executive

Bro we haven't closed a deal

Justatitle

Big Shot

Account Executive

Hmmm, I’m curious, who’s discretion is it to qualify a meeting?

Armageddon

Opinionated

Enterprise Account Executive

its rough out there... no one wants to spend money

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Marnel14

All SDRs Miss Q2 Quota

9 comments

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