TheLaughingWolf

Business Development Manager

Valued Contributor

Company changing comp structure

It's been a bit since I posted, cause I'm working about 5 jobs rolled into one. And now I have to talk with our CEO tonight to come up with another comp structure.

This is for SDRs, BDRs, ADRs. Our Base is $50k, OTE is $70k (I know, not the greatest especially when you add in the fact this is in CAD.

Currently right now the reps have three metrics to hit, 8 QSOs (60%), 100 touchpoints per day (20%), 12 engagements (20%, Discovery calls on video chat are only counted).

We start paying out after 5 QSOs, but the reps have to hit 100% for the touchpoints and engagements. And they are wanting to take that away and only pay out if they hit 100% of their quota.

This is for our enterprise division. What are other Enterprise SDRs, BDRs, ADRs quotas? They are trying to drastically change the one we have.

This constantly feels like I'm banging my head against the wall trying to stand up for our reps when it comes to these conversations with the C-Suite.

💰 Compensation

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12 comments

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Gasty

Notable Contributor

3

War Room Community Manager

@TheLaughingWolf: Sorry, but this is an awful comp structure. If I were you, here's what I'd propose:

- Remove the Touchpoints from Comp. entirely. The entire concept of "touchpoints" is just plain lazy and dumb. It's actually one of the main reasons that sales / SDR gets a bad name! You don't want to be a dashboard manager who measures their team performance, comps them on touchpoints.

- The 12 Engagamenets and 8 SQOs seem to be a bit on the higher side, but it depends on your TAM, SDR team size, and regions allocated.

- 20% on the 12 Engagements
- 60% on the 8 SQOs / QSOs
- 20% on the pipeline amount of the QSO (the SDRs who can get fatter opps in the pipeline should be compensated more)

- Additional SPIFF on every deal closed through a QSO. 1% of the booked revenue seems good @Space_Ghost20

- Get the min. bar of 5SQOs for the payout to happen, absolutely removed. It's not in favor of your SDRs, AEs, your CRO, our CEO, or you!
-

TheLaughingWolf

WR Officer

0

Business Development Manager

Oh I agree this comp is garbage and I'm going to be a churn station onboarding and trainer from now on.

DungeonsNDemos

Big Shot

0

Rolling 20's all day

Gasty coming in clutch!

Maximas

Tycoon

0

Senior Sales Executive

I second this, sounds fair enough Gasty!

Space_Ghost20

Valued Contributor

1

Account Executive

When I was an SDR (startup, but they sold enterprise software), my base was $65k, with an OTE of $100k. Comp plan was based on how many AE-qualified ops were passed. Quota was 5 per month, and I was paid $500 per opp. I got 1% of booked revenue from those ops.
I was expected to hit 100-150 touches a day (mix of phone, email and LinkedIn) by my compensation wasn't tied to those metrics.

Justatitle

Big Shot

1

Account Executive

Ask the C-suite if they are actively trying to churn reps? You get they want high performance but this will not encourage people to do so

CuriousFox

WR Officer

1

🦊

I've never been a SDR but damn it looks awful.

Justatitle

Big Shot

1

Account Executive

I wouldn't call it awful per se, a part of me kind of misses it and if it paid the same as an AE role I might consider doing it. it does get monotonous at times though. There are people that never want the responsibility of closing and would prefer to just stick to opening up opportunities.

ventox35

Politicker

1

Sales Leader

welcome!! they promoted 5 of my SDRs to AE as part of a huge corp realignment. usually when you promote people, you pay them more. NOPE NOT EVEN A CONSIDERATION.
C-SUITE LOSERS OUT THERE: WHY DO YOU HATE PAYING PEOPLE WHAT THEY ARE WORTH?????

ChumpChange

Politicker

0

Channel Manager

Sounds to me like somebody modeled the output without considering the input. You can't really do anything except carry on with the shenanigans and expect the numbers not to match up. If you want to escalate... you need to look at the data and not give an opinion.

TheOverTaker

Politicker

0

Senior Account Executive

This comp structure makes my eyes bleed.
On a more constructive notes, I personally feel that touch points as a metric encourages spray and pray techniques. That is gonna lead to less qualified meetings.

TheLaughingWolf

WR Officer

0

Business Development Manager

I feel ya. This is a reason why and 2 other people with 17 years at this company are leaving

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