BTQ profile picture
BTQ profile picture

BTQ

Account Manager

Politicker
Catalyst
Valued Contributor
+7

Commission Question

happy Easter savages! BTQ with a question.

This year leadership added a new stipulation to our commission structure for SDRs.

In short: If an SDR books a meeting with a target account, after already booking a meeting with this account in the past we only get half the comission now.

Assuming we booked a meeting with a quality prospect but the AE couldn't get it done why does the SDR get jipped? I feel like there's less incentives for us to try again.

Do you think this is fair? Does anyone else have similar policies?

is this fair?

Attached poll
*Voting in this poll no longer yields commission.
🎯 Career Development
🍾 Commission
24

22 comments

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HVACexpert
Politicker
9
sales engineer
Question: if it got moved to the AE’s hands to close. Why move it back to SDR at all? They seems silly in the first place.

To play devils advocate: they have already gotten a meeting so in their mind if you get a second, paying you the same amount every time isn’t moving the needle at all from their point of you. Also it might help prevent abuse of the system in having SDRs setting multiple meetings with the same company to get paid more. Just guessing though.
Justatitle
Big Shot
8
Account Executive
not great but also not a hill worth dying on
BTQ
Politicker
1
Account Manager
That’s how I feel
Kosta_Konfucius
Politicker
3
Sales Rep
Yeah thats not right, unless if we the AE has an open opp or met with them within the year. The sdr should get full credit
FinanceEngineer
Politicker
3
Sr Director, sales and partnerships
I think it is to stop meetings what should be follow ups. It makes some sense, but I can see the edge cases.
Gasty
Notable Contributor
2
War Room Community Manager
Are you solely incentivised on meetings? Or also, qualified opps / deals ?
BTQ
Politicker
2
Account Manager
Meeting is my short term commission paid out monthly. Then deals that close I get 1% of ACV.

Edit: sales cycle is 9-12months
ZVRK
Politicker
1
Enterprise Account Executive
Another meting within the year or/and with the same team from the prospect- that should not be compensated imo.
Maximas
Tycoon
1
Senior Sales Executive
Not Fair, but guess what my company has the same scenario at some cases unfortunately,sadly to tell you you're not alone here as I believe it's not a very uncommon practice!
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
They’re paying the full amount on the first meeting still? And the next meeting within a certain timeframe is 50%?

Look at it this way: if the AE closed the account after the first meeting, I suspect you wouldn’t have a chance to get another meeting, so that’s a $0 account for you in that case. In this case, you have the opportunity to make 150% on one account rather than 100% .
CuriousFox
WR Officer
2
🦊
😆
RandyLahey
Politicker
1
Account Executive
Nothing triggers me more than trying to scalp fucking SDR pay. Cheap as fuck.
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
Why are you calling back into an account where you already got a meeting before? And why isn't the AE taking charge of it once you have opened the door?
BTQ
Politicker
1
Account Manager
That's my thoughts. My only job is to get discovery calls after that it's the AE takes ownership
TennisandSales
Politicker
1
Head Of Sales
Ughh that blows!! When i was an SDR you had to wait a certain number of weeks or days or what ever before you re engage an account that had an opportunity associated with it.

But to give half credit is a terrible idea in my mind.
BTQ
Politicker
0
Account Manager
Yeah that makes sense. It’s just a poor way to align incentives, like I’m not gonna bust my ass on this account when I’m only getting half
YoursTruly
Politicker
0
Account Executive (SaaS)
A SAL is a SAL.
Brave
Contributor
0
AE
That is not fair - SDRs should get paid for booking a successful lead - not if is closed by AE.
ShavingsMakeAPile
Executive
0
Enterprise AE
You should be able to make a business case for full commission if it's "the director/DM I orginally booked with left, this is a new DM that can make a purchase so I should get full commission"

Is it HALF commission but still FULL quota retirement? This is a big piece of the puzzle.

If it is only half commission but full quota retirement, you are looking at this in the wrong way & in your entire sales career look at any situation like this from a quota perspective vs a commissions perspective.

Promotions & higher pay are based on quota attainment and have zero to do with what you got paid.

You are going to experience commission cuts throughout your entire sales career. It happens and it sucks - but easy enough to not spend your time there. But if there are commission cuts to something that is still full quota retiring, I would bet majority of all sales savages on here would still focus time in that area but gauge how much time is most efficient given the drop in pay but retiring quota.
0
Customer Success Manager
It's fair only in relation having a difference in value on a completely new discovery. This may be the intent for commission is spread through account team as a group scaled impact. I think an incentive based on the meeting booking helps counting in structure.
ezking300
Personal Narrative
0
Business Development Rep
It’s not fair, but at least it’s something. I get nothing if I book it within 6 months of the last meeting.
0
Student
I'd say it depends on who the meeting is with within the company. It's easier if you're just re-engaging with the champion again from the previous sales cycle, seems fair to do half for that. However, if it's a new Business Unit or team within the company definitely deserve full comp for the meeting.

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