senator

Director of Sales and Marketing

How can I create an attractive offer to hire an SDR?

I want someone with decent manual email, cold call, LinkedIn, and research skills. some experience preferred but maybe not required.

would expect that they could personalize ~60 emails or make ~100 dials in a day on top of research/ prospecting.

my company is small (~15 employees). we sell a service with an average deal size of $50k. hoping to increase that dramatically as we start targeting enterprises. recently had our first $1mm deal for a one-year contract.

what's a good way to structure salary + commission? I want it to be fair and attract good talent, but also want it to be favorable to the company. can you savages help me think about what should go into a fair offer here?

💰 Compensation

👥 Hiring

🤝 Interviewing/Offer

21 comment

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Diablo

Politicker

Sr. AE

There are many good threads if you use the search bar. One of them ishere -https://bravado.co/war-room/posts/help-creating-sdr-compensation-plan

60 emails + 100 calls + research especially where the acv is ~50k is a lot. I wish you all the best!

senator

Catalyst

Director of Sales and Marketing

It’s 60 emails or 100 calls, not both in one day. That’s also not set in stone. Care to propose better benchmarks?

Diablo

Politicker

Sr. AE

Both. If the acv is $50k it requires ABM approach and the research will take time. I would cut that number by half or even less to start with to see how the team is performing and get some feedback.

You will have to start experimenting what best works for your industry/product.

poweredbycaffeine

WR Lieutenant

☕️

100 calls? HA

Where are you located and what is the path for Theo to be become an AE? Do you want them on-site or remote?

senator

Catalyst

Director of Sales and Marketing

I don’t care about on-site or remote. Whats a number of calls that’s less laughable to you, friend?

poweredbycaffeine

WR Lieutenant

☕️

That is entirely dependent on the ICP and your pipeline conversion metrics. When I run BDR teams I target 200 well researched calls to a specific ICP per week. They are all enrolled in a cadence of calls, emails and LinkedIn social engagement.

senator

Catalyst

Director of Sales and Marketing

So more like 40 calls per day, you’re saying? Do your BDRs connect with a ton of people to make it take that long?

RandyLahey

Politicker

Account Manager

Those are ridiculous metrics

senator

Catalyst

Director of Sales and Marketing

Thanks for your feedback! I’d love to hear something constructive about what you think is more reasonable!

RandyLahey

Politicker

Account Manager

One second while I let the sarcasm whiff over me...

What are your goals? Do you want SDRs to auto-blast, artificially inflating your pipe? Or do you want quality opportunities in your pipe?

Can you give me a bit more details on your vertical? If it's a service, I think Qualified opportunities/meetings is your key metric.

What is your close rate on meetings/opps currently?

Use that to determine the meetings per month/quarter.

The days of 100+ dials as a daily KPI are dead.

Calls still have value, but I would focus on getting an experienced SDR/BDR that understands pipeline creation.

senator

Catalyst

Director of Sales and Marketing

Ahhhh sorry, did that come through as sarcastic?

The first question seems rhetorical, but just in case: I’d like quality opportunities.

Selling custom development projects, basically. Qualified opportunities seems good, for sure.

I’m not sure the close rate, unfortunately. I’m joining this company in June. But I like your suggestion about using it to set a monthly meeting goal.

How many calls per day is more realistic? Someone on here just said 40.

When I said 60 emails or 100 calls I was basically thinking 60 people in manual-heavy sequences and then other calls to inbound leads who fill out the contact form. So this is kind of an inbound/outbound role.

Thanks for helping me think this through

RandyLahey

Politicker

Account Manager

Any time.

I remember having a stupid KPI of 200 daily activities, and it scarred me. The only real way to hit that is through blasting templates. It was such a waste and a great way to be blacklisted.

As an SDR, 75 daily activities, say 25 dials and 50 emails is a good start. Use the data after your first quarter to adjust.

And please, make the Qualified opps uncapped. You can be strict with the definitions, say it has to be approved by yourself/AE. But the best way to fill pipe is to let your SDRs fill it!

Hope this helps.

President/CRO

Create a clear career path that is realistic. You will not attract top talent at the SDR level if they feel they’ll be stuck in that role for more than 12 months (assuming they’re hitting targets). You want someone that wants a career not someone who wants to hit activity metrics so they don’t get fired.

detectivegibbles

Politicker

Sales Director

60 emails? Personalized or templated to blast?

I'd shrink those numbers and make them targeted...?

CuriousFox

WR Officer

🦊

This is the only way. Otherwise you are slinging spaghetti against a wall all day every day.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

@senatorI think you're seeing what the "groupthink" is thinking here. Metrics not insync, etc.

I would suggest working with the end in mind. What, at the end of the day, to you want/need this person to accomplish and the work backward.

If you need them scheduling a meeting per day, or a meeting per week - say so. If they can do that in 1 email or call, that's all they have to do. So be more clear with the outcome you want, not the "how to get there" you've described.

senator

Catalyst

Director of Sales and Marketing

I hear you. I’m also not gonna hire an SDR and say “just get some meetings. You can do your own thing and figure out how.” Gotta give them something to try so they can adjust as they learn.

CRAG112

Valued Contributor

Account Executive

Do you have a sales process for Enterprise level sales?

CRAG112

Valued Contributor

Account Executive

What about a sales process for your other areas?

LambyCorn

Arsonist

A mfkn E

how about quota metrics monthly, weekly instead of emails and number of dials?

Maximas

Tycoon

-1

Senior Sales Executive

Check this one also here,hope it helps!
https://bravado.co/war-room/posts/how-to-create-and-sdr-compensation-plan-help-me-write-my-own-comp-plan-sadness

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senator

How can I create an attractive offer to hire an SDR?

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