New Comp Plan Approved

Hey everyone. I started asking/polling you all in regards to comp plans back in June because I was tasked with creating a new one for our ADR team.


I am happy to say that the one I created was approved. Now I had to do some give and take, but I'm really proud that the two main things I set out to get I got.


So here it is:


8 SQL's - 60%

1200 Touchpoints - 20%

40 Engagements/Conversations - 20%


SQLs start to be paid out at #5


Accelerator program is this:

9-12 = 125% of SQL

13-16 = 150% of SQL

17+ = 200% of SQL


So, what did I get? The payout beginning at #5 and a pretty decent accelerator program.


What did I have to give? Being measured on touchpoints and engagement/conversations.


What do you all think about this structure?

๐Ÿ’ฐ Compensation
5
LordBusiness
Politicker
4
Chief Revenue Officer
To be candid, I'm not a big fan of compensation on touchpoints/engagements but to each their own. I've learned over the years that touchpoint/activity measurement and compensation creates a "time clock puncher" type atmosphere where folks focus only on "the work they have done" and not creatively driving results from it.ย  You could have easily made the scale sliding based on SQL's.ย 
poweredbycaffeine
WR Lieutenant
3
โ˜•๏ธ
Agreeing with this for sure. I am not a fan of paying reps out on inputs because they don't matter nearly as much as the outputs.
cw95
Politicker
1
Sales Development Lead
I agree completely, especially when people may fix the activity etc.
TheLaughingWolf
WR Officer
0
Business Development Manager
I agree with you on this 100%. But it's what our CEO wanted unfortunately. I can always try to take these out at a later date, but we really needed the accelerator and SQL's part.ย 
CuriousFox
WR Officer
3
๐ŸฆŠ
I've never been in a SDR role so I honestly don't know if this is a good plan. Congrats on your hard work in securing the approval.ย 
TheLaughingWolf
WR Officer
1
Business Development Manager
Thanks @CuriousFoxย It's been a process and a half, that's for sure.ย 
hh456
Celebrated Contributor
2
sales
Not bad, but the first thing theyโ€™re gonna cut if you donโ€™t get SQLโ€™s is touchpoints. Theyโ€™re gonna focus on driving revenue and incentivize you to focus on that.
TheLaughingWolf
WR Officer
1
Business Development Manager
I would be happy if we cut touchpoints and engagements to be honest. I wanted it to be just on SQL's but that was not going to happen.ย 
UrAssIsSaaS
Arsonist
2
SaaS Eater
If you feel like you wrote a plan that will incentive the right behavior and be rewarded for good work, good for you.ย 

I worry about the touchpoints components because you introduce the ability for SDRs to get paid for poor behavior, but keep us posted on how it goes.
TheLaughingWolf
WR Officer
1
Business Development Manager
I sure will. I'm going to run this for 6 months and see where we sit. Hopefully I will have some data to get rid of the touchpoints and engagements.ย 
CaneWolf
Politicker
1
Call me what you want, just sign the damn contract
The accelerators sound fucking sweet.
TheLaughingWolf
WR Officer
0
Business Development Manager
Thanks. I am pretty happy with that part.ย 
9

Comp plan nightmares

Discussion
16
5

Looming comp plan change.

Question
4
4

Comp change 4.5 months into the new plan?

Question
7
Comp Plan Change
76% Keep the higher base
24% Switch to the higher variable
45 people voted