BlueJays2591 profile picture
BlueJays2591 profile picture

BlueJays2591

Federal Business Dev Director

Politicker
Executive
Valued Contributor
+9

BDR Quota: Monthly or Quarterly

We currently have a monthly meeting quota, but I am looking at making a case for a change to quarterly quota. Seems that the monthly quota can wear down on BDRs and also I don't know if there are issues/low numbers for the month until week 3, so not much of an ability to make necessary changes. Quarterly would help with those two issues. Anyone have monthly or quarterly BDR quotas? Thoughts about the change?

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poweredbycaffeine
WR Lieutenant
7
☕️
Here's what will happen: you won't know there's a problem until the 3rd month of the quarter...which will be too late to make a change or decision.

The problem doesn't go away, it merely shifts on the timescale.
UrAssIsSaaS
Arsonist
3
SaaS Eater
Put much more eloquently than what I outlined. 
Rallier
Politicker
5
SDR Manager and Consultant
Wouldn't changing it to quarterly wear them down even faster? they get down early then they are out for the rest of the quarter. I always preferred monthly as a bdr. Because one bad month doesn't have near the effect
CaneWolf
Politicker
3
Call me what you want, just sign the damn contract
I personally don't think this matters at all but we comp ours on quarterly. The one big point if you feel passionately is that it doesn't encourage them to coast when they're up big/have no shot at hitting quota in a month.
UrAssIsSaaS
Arsonist
3
SaaS Eater
Are your AE's on monthly, quarterly, or annual quotas? I lean towards monthly to drive urgency with the team but make sure they are attainable so you arent wearing out your team. 

Quarterly I worry that people take their foot off the gas because the end goal seems further away and parkinson's effect (i think thats what its called) kicks in.
CuriousFox
WR Officer
2
🦊
Makes sense for AEs to be on quarterly since our metrics/deal sizes are different. BDR prob should be monthly.
Diablo
Politicker
3
Sr. AE
I feel really depends upon the avg. sales cycle. Hence we always look at Closed won + Active pipeline and expected closure date. Hence we focus both Monthly and Quarterly.
RealPatrickBateman
Politicker
2
🔪Amateur Butcher🔪
Our business is run Quarterly, so our Quota's are Annual and Quarter. Our KPI's are weekly though so we are able to evaluate week by week and make changes without the impending doom that often comes with a monthly quota. It really depends on the business you are in tbh. 
AlecBaldwinsHairline
Valued Contributor
2
Head of Sales Development
This is not something I would implement going into Q4, but maybe something to consider walking into Q1 2022.
LordBusiness
Politicker
2
Chief Revenue Officer
Monthly
userdungeon
Opinionated
2
Director
I made the case for moving our SDRs from quarterly to monthly, and giving a monthly accelerator.  Meetings went up.

SDR work is a grind.  New grads with debt don't want to wait 3 months in-between commission checks.  Get them winning early and often.
BlueJays2591
Politicker
1
Federal Business Dev Director
That's a good way of looking at it. No new grads on our team but they're not far removed from college (2-3 years out)
ggd1002
Politicker
2
SDR
We have a monthly "goal" of how many meetings/opptys should be delivered/created but our quota is measured quarterly. The monthly goal is just to make sure we are on track to hitting our quota at the end of the quarter. 
goose
Politicker
1
Sales Executive
BDR's are not sales people so the measurements should be qualitative.   When a measure becomes a target, it ceases to be a good measure.    Also known as Goodhart's Law.
Blackwargreymon
Politicker
1
MDR
I personally don't think this matters at all but we comp ours on quarterly. The one big point if you feel passionately is that it doesn't encourage them to coast when they're up big/have no shot at hitting quota in a month.
Clashingsoulsspell
Politicker
1
ISR
Wouldn't changing it to quarterly wear them down even faster? they get down early then they are out for the rest of the quarter.
Simo
Politicker
0
Director of Sales
Monthly all the way. 

I don't think Quarterly is going to solve the problems you mentioned. You just need to be open to adjusting monthly targets and start to analyze trends year over year. 

IE December is not going to be as good a month as others
BlueJays2591
Politicker
0
Federal Business Dev Director
We adjust quota for seasonality. Just looking for different ways to hit quota. Scrounging around if you will. 
SaaSData
Catalyst
0
VP of SaaS & Unit Economics 🏴‍☠️
100% Monthly.  Do not take a quarterly SDR Plan.  This is a terrible idea.

You get paid in smaller incremental conversions of meetings/opportunities.

The only thing that might make sense monthly is if you are an ADR (Account Development Rep) where you might have more Revenue tied to you.  But do not settle here.. you should be able to obtain 100% of your SDR pay each month without a problem.

It's AE Pay that is a BIG gamble.  Get out of the SDR role as fast as humanly possible.  If you are an SDR, just interview 24/7 for AE roles until you're finally out.
MR.StretchISR
Politicker
0
ISR
Wouldn't changing it to quarterly wear them down even faster? they get down early then they are out for the rest of the quarter. I always preferred monthly as a bdr. Because one bad month doesn't have near the effect

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