kindofspanish

Enterprise Account Executive

MQL vs Account Penetration

Has anyone ever successfully transitioned their SDR team from being incentivized to set individual meetings to a strategy that rewards deep account penetration?

Right now the SDRs (and their OTE) are tied to how many meetings they set. This means we get meetings with low level people that are more willing to get on the phone.

The organization seems to want to move towards having more than one opportunity on an account to promote account penetration, but I'm struggling to come up with ways to structure an SDRS commission/incentive structure based off of this. Any ideas?

🔎 Prospecting

👑 Sales Strategy

☑️ Qualification Calls

15 comments

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antiASKHOLE

Tycoon

Bravado's Resident Asshole

hehe deep account penetration...

jefe

Arsonist

🍁

I think we all went there immediately

CuriousFox

WR Officer

🦊

I 1000000% did

braintank

Politicker

Enterprise Account Executive

Why doesn't current comp work for that?

kindofspanish

Executive

Enterprise Account Executive

Current comp is based on AEs accepting an opportunity as Marketing Qualified. Leadership wants to have multiple opportunities with an account to eventually "sell up" to the person who owns the budget or can sign off. These lower level initial calls technically wont be "qualified" as those folks don't oversee or have the authority to buy

braintank

Politicker

Enterprise Account Executive

Then pay per meeting set

Sunbunny31

Politicker

Sr Sales Executive 🐰

Keep it simple!

lowhangersalesbanger

Executive

Director of Sales

Leave comp the same but make it payable only on "qualified" appointments. i.e. they show up, it is someone who is at least a "recommender" and they schedule a relevent next step like a second meeting or an intro with the KDM.

NoToBANT

Catalyst

Senior Account Executive

Yes - we have moved to a weighted point System

SDRs are paid based on points they accumulate in the Quarter.

You get more points for meetings attended by Names/ Strategic/ Key Accounts and Outbound meetings then inbounds or non-key accounts

If they hit XX% they get paid x% of OTE

braintank

Politicker

Enterprise Account Executive

This is interesting

NoToBANT

Catalyst

Senior Account Executive

I think it’s the only fair way to incentivise BDRs to go after good accounts Vs any account that may convert

saaskicker

Celebrated Contributor

Enterprise AE

Tie a small percentage of comp to pipeline creation. Account penetration comes from meetings, can't penetrate with out a meeting. If you don't incentivize the SDRs to set meetings they're going to go whale hunting and try and penetrate the wrong people that won't take a call and end up spinning wheels and not setting meetings. Now you have no pipeline, and no penetration.

Kosta_Konfucius

Politicker

Sales Rep

Have it tied to pipeline revenue created

Streamgoat

Valued Contributor

Account Manager

I have a friend who is a cybersecurity audit exec, his incentive is 500$ per meeting set. But the catch is his company will only pay him out if the company is a qualified lead as well as if they join the meeting. They must meet a minimum requirement of revenue to be qualified and they MUST show up to the meeting with the AE.

GarthVader

Contributor

Assistant to the Regional Manager

Craig Rosenberg talked a lot about this back when he was at TOPO. Target Account Penetration (TAP). Look up some of his posts.

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kindofspanish

MQL vs Account Penetration

15 comments

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