this is such a broad question, not exactly sure what you are looking for.
Id check RepVue to see what is ACTUALLY happening. if thats that case.
I would say that a manager should have a higher base and a quarterly bonus dependent on ether % to goal or total number of qualified meetings kept.
the specific numbers is almost impossible to give you
ciki
Fire Starter
2
BDR manager
Yeah, I know but the percentage would be great... I need to establish a sales team and I'm quite new to it. I've worked in a corporation where the sales concept is structured and fixed, and now my job is to run it up in a software agency that has like 90 people. For you it may seem boring but for me itโs a challenge :)
TennisandSales
Politicker
1
Head Of Sales
not boring at all. how many qualified meetings do you expect one person to set per week/month?
what is the average deal size? and sales cycle?
ciki
Fire Starter
1
BDR manager
So my plan is 4 qualified meetings, and 6-8 proposals converted from those meetings in a year. The goal is to have as many potential deals in the pipeline...
TennisandSales
Politicker
1
Head Of Sales
soooo i would say that is insanely low. when I was an SDR we were expected to set 7 demos a WEEK. the product was around $30K ARR.
I would expect quite a bit more from an SDR team
ciki
Fire Starter
1
BDR manager
Yea here sales cycle is from 6 months to 2 years, and deals are from $300 000 to $1 000 000. So I don't think it's low if the quality is good right?
TennisandSales
Politicker
1
Head Of Sales
what is your close rate? and also how do you get 6 proposals from 4 meetings? I still think this is very low. it also is assuming you are going to win every single deal which just doesnt happen.
also what is the quota? lets assume its $5MM.
i would look to understand how much pipeline is needed to close $5MM in one year. Anyone will tell you that having at least $10MM in pipeline is a good starting point. somethings take 2 years, some are faster, you lose some, ect.
so what needs to happen to create $10MM? im going to assume WAY more than 4 meetings
ciki
Fire Starter
0
BDR manager
4 meetings monthly and 6 proposals a year.
Now almost 80% of our sales are inbound other 20% are connections and referrals. Projects that are ongoing are long and we don't have the resources to accept new inquiries. To double the growth of the company we need more projects to choose from and that's why KPI isnโt done deals itโs proposals. Our target is to have 6 proposals per year per BDR, and expect to have conversion of 15% of those proposals.
NotCreativeEnough
Big Shot
3
Professional Day Ruiner
At my company SDR's are on a 70/30 split with a point system in place that they get paid on. Each point is worth $200-$500 depending on their vertical. Points are earned in the following way:
1 Point - customer attends the meeting and it is a qualified opportunity 1 Point - an opportunity created from an SDR meeting is closed-won .5 point - a deal reg is approved or denied 1 point - all metrics are hit for the week 1 point - an opportunity is in a target named account
The manager is on the exact same comp plan. Just at a higher base and less $ per point. Every point an SDR gets, manager also gets a point. Last I heard, the managers point value would be 10% of the SDR's. So if the SDR gets $200/point the manager would get $20/point.
This incentivizes managers to focus on what helps the team perform and not encourage/push time wasting activities. Also encourages the manager to have the SDR's back if an AE doesn't want to convert a meeting to an opportunity.
antiASKHOLE
Tycoon
4
Bravado's Resident Asshole
lol
ciki
Fire Starter
0
BDR manager
love the concept of the point, but it seems hard to track...
NotCreativeEnough
Big Shot
0
Professional Day Ruiner
nah its actually super easy. keep track of how many points you get then at the end of the month multiply those points by your pay rate. So say you got 15 points this month and you're paid $200 per point, your commission is 15 * 200.
SoccerandSales
Big Shot
2
Account Executive
I think a lot of times it depends on tenure and experience coming in, but I have seen a super wide range. From what I have seen 150-175% of BDR salary seems to be relatively standard, but I have seen outliers way higher as well
antiASKHOLE
Tycoon
5
Bravado's Resident Asshole
I can follow this option. It is typically what I have seen.
16 comments