churrios

SDR

How many of your initial discovery calls make it past demo?

Hi all. In my SDR SaaS role, a meeting is counted towards our quota/commission only if the prospect is still interested after seeing the platform and knowing the price. This commission is a little over $100. How many meetings would you expect an SDR to book every month with this in mind?

🧠 Advice

18 comments

Sort by:

Pachacuti

Politicker

They call me Daddy, Sales Daddy

If ***I*** were the SDR, it would be close to 100%. But for you mere mortals I have seen around 20-25% on average.

1 in 10 connected calls = someone interested

1 in 5 of those = someone interested enough to see a demo

1 in 3 of those = someone who sees the value and wants to see what the price is and do their own ROI.

Sales is 100% a numbers game.

oldcloser

Arsonist

💀

Maybe it's just me, but don't you just set appointments? How dafuq are you only compensated based on activity beyond demo? You've got nothing to do with that.

Sunbunny31

Politicker

Sr Sales Executive 🐰

I could see a bonus paid out if the deal progresses - the better to incentivize quality. But BDRs don't get to influence that meeting or demo, so I am not a fan of not paying them at all for setting the meeting.
If the company is having issues with poor quality meetings, then the BDRs need to be trained better, not punished for things that are out of their control.

jefe

Arsonist

🍁

All of what Bunny said

churrios

Good Citizen

SDR

We do have a base salary as part of our comp. I was a SDR at another start up before this one and we were comp’d purely on discovery calls. As soon as they joined the first meeting, boom it was counted for and paid

oldcloser

Arsonist

💀

How it should be. You've done your job at that point.

Revenue_Rambo

Politicker

Director, Revenue Enablement

I agree, this model doesn’t make any sense u less your AEs are doing demo and pricing on first call. If that’s the case leadership is just stupid.

churrios

Good Citizen

SDR

I think the thought process is that if the company adopted the other model, there would be a bunch of poor quality meetings. Not sure if this is warranted. Thoughts? Completely agree that we can’t control BANT, especially with timing

GDO

Politicker

BDM

it's to incentivise to only book fitting meetings. but yeah it's not a great way

Kosta_Konfucius

Politicker

Sales Rep

I would say around 31% of disco's become a demo. At least when I look at my org

churrios

Good Citizen

SDR

And what percent would you say make it past demo? Thanks!

Kosta_Konfucius

Politicker

Sales Rep

Don't have access to that one, but probably in the 40s%

braintank

Politicker

Enterprise Account Executive

That's a high bar for you to get paid such a small amount

churrios

Good Citizen

SDR

that’s what I was thinking as well

ThatNewAE

Big Shot

Account Executive - Mid enterprise

for every 5 calls I booked, 2 would get converted to next steps. So do the math, I am not good at it

Beans

Big Shot

Enterprise Account Executive

Discovery to demo - 95%Demo to pricing - 80%~

churrios

Good Citizen

SDR

Really impressive numbers

Beans

Big Shot

Enterprise Account Executive

Win rate is about 20%~, we're the most expensive solution on the market which keeps folks engaged but sticker shock is our most common final objection.

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

churrios

How many of your initial discovery calls make it past demo?

18 comments

Related posts

Discovery or Demo on the first call?

Discovery and Demo should be separate calls

How to roleplay for discovery calls?