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Capping BDRs?

My organization works on a points system. Our quota is 40 points and you get different amounts of points based on the quality of the meetings you book. I've hit quota every quarter (4 in a row now) with ease, but have no motivation to exceed it, because my pay is capped once I hit 40 points. Is this normal? How do other orgs handle BDR pay?

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21
Rallier
Politicker
+9
Account Executive
I've heard of it happening, but never seen it myself. I'd 100% stop working once I hit quota if that were the case
Artemis
Politicker
+7
Business Development Representative
That's pretty much what I do. I just spend the rest of the quarter building out new prospect lists and helping the other BDRs with their outreach.
ExtremeVibeChecker44
Praised Answer
+2
Inside Sales
When I hit quota early in a month as a BDR, I'd roam the sales floor throwing a Nerf football around and bothering people. Capping BDR commission is bad imo.
TheSolicitorGeneral
Politicker
+5
Small Market AE
Capped commission in sales is shitty, even in a BDR role. My company's BDR role is uncapped, as it should be, otherwise there is not financial incentive to do above the bare minimum. That said, it isn't unheard of to cap commish; I've heard of some companies doing that.ย 
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
I think giving BDRs unlimited upside is fucking insane personally. If you've hit quota 4 times in a row, you should be trying to get promoted.
funcoupons
WR Officer
+11
Kahluapons
Wouldn't a BDR with unlimited upside be a better benefit to AEs though? If a BDR has capped bonuses and they hit max halfway through the month I'd estimate the level of qualified appts they put through will drop drastically. But if they can earn off those appointments they'll keep them coming, which means more to close for AEs.
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
I understand that perspective. But I think that's where SPIFFs and the like come in. Quite frankly, that money should be getting pumped into events, AE pay raises, etc. I want to see the BDR ilk get promoted but I don't think there should be a setup where BDRs are making more than closers. And that can happen with unlimited compensation for them. But seriously, somebody promote @ItsMeMia .
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Artemis
Politicker
+7
Business Development Representative
I agree. I've hear of BDRs taking advantage of the system and exceeding quota by an insane amount with worthless meetings and fake opportunities. But I feel like a hard cap is not the right call.
Fortunately, I will be promoted in the next couple of months, but I feel for the BDRs that come after me.
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
You're gonna crush it as an AE. Make sure you go read all of the advice threads that people posted here.
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Beans
Politicker
+5
Account Executive
How to demotivate your frontline team for $1000 Alex.ย 
SA
SADNES5
Politicker
+6
Business Development
No sense mining those next month numbers when there are no additional incentives. Pace yo-self
Artemis
Politicker
+7
Business Development Representative
Exactly! I'll either hold of on outreach, or, if it's close enough to the next quarter, book the meeting in the new quarter.
SA
SADNES5
Politicker
+6
Business Development
You wait strategically for when they spiff new business, or have a pretty decent "prize". Then you close 2-3 more.
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BlueJays2591
Politicker
+6
Business Development Manager
ours are capped at 200% and I'm not a big fan of it. but it does give them a goal to hit and then they can stop working for all i care. if they hit 200%, take free time off because they did a hell of a job.ย 
Artemis
Politicker
+7
Business Development Representative
I'd LOVE that! So much more motivating than being capped at 100%
YoungGoat
Opinionated
+2
Surgical Technology Specialist
That's brutal. Companies need to figure out the value of the activities they're asking you to do and pay accordingly, no cap
kelun8
Politicker
+4
AE
Sales that's capped should be a sin
fuzzy
Notable Contributor
+21
CMO (Chief Meme Officer)
really depends on the structure. If you're supposed to show up 40 hours a week and still do it then it's a clown world over there. But, I know guys who do 1-2 deals a year and that's their whole paycheck. Working maybe 40-60 hours a year.
BCD
Politicker
+6
BDR
I thought it was messed up that our quotas were capped while on ramp, couldn't imagine them being capped 100% of the time..ย 
sales101
WR Officer
+5
Senior Account Executive
I used to be capped as a BDR and there is literally no incentive to keep working, except potentially booking meetings pretty far out into the next Q. Enjoy the relaxing work lifestyle while you can!
thegrinch
Politicker
+5
SDR
We don't have an accelerator in place so I definitely become a lot less motivated once I hit quota.
Justatitle
Politicker
+7
Senior AE
and this is why it can't be capped. you are constricting the pipeline in doing so. at worst you should offer to carryover the opps/credit into the following month/quarter.
Artemis
Politicker
+7
Business Development Representative
That's a great idea!

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