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Outbound SDR Comp Structure - What's the sweet spot?

Long time listener, first time caller, lifetime savage here...


I'm putting together an SDR Comp Plan 2.0 for the future of my small SDR team. I'm a believer in comping the right behaviours such as qualified opps and closed won %, but I'm always finding ways to add variable income for SDRs such as bonus' around consistency etc.. The existing plan is good, but I'm looking to make the next one better.


My main question is - how much should I pay out per Sales Accepted meeting, and what are some great comp plans (or not so great) that you all have seen or enjoyed in the past that you would say worked in motivating and fairly compensating SDRs (specifically outbound prospecting, not inbound marketing qualifying).


The volume for my SDRs will be around 7-10 qualified outbound meetings per month likely for the next 6-10 months.


Wondering if there is a % of average deal size to consider here. Our average deal size is above $10k USD but below $15k USD. But we're moving up market quite a bit these last 6-8 months as we're a new team.


Are we talking $150/ sales accepted? $200?


Looking for some inspiration - Thanks!

πŸ’° Compensation
3
BlueJays2591
Politicker
+6
Business Development Manager
We go off of meetings created and then the reps will get more points once the meeting is moved to a certain stage so we can focus on higher quality meetings over quantity.Β 
Ja
Jaga
Good Citizen
+1
Director of Sales
ya my existing plan is $100 per sales qualified meeting (meaning the meeting took place and the AE is pushing it through the pipe)
, a % of ACV if it closes, and $200 for every qualified opp created over and above your monthly quota.

Im more wondering what the amounts are that people think makes sense. as well as any unique structures that im not considering.

Can you tell me more about those "points" you used for meeting progression

BlueJays2591
Politicker
+6
Business Development Manager
we have a monthly commission total and a point total quota so commission is based off of % of quota achieved. 1 point for setting a meeting/opportunity (needs to have at least authority and need behind the meeting set) and if the AE is able to move the lead forward in the sales cycle after the initial meeting, it gets an additional 2 points for a total of 3. quota is around 15-18/month
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Rallier
Politicker
+9
Account Executive
When I was an SDR in NYC, our comp plan was 60k base, 20k OTE (uncapped). OTE was based on meetings, but we got a small percentage of anything that closed
Ja
Jaga
Good Citizen
+1
Director of Sales
That's basically my existing comp plan, with some other bonuses around hitting quota multiple months in a row - But im just wondering how much people were getting per meeting, and who all was comped for meetings as WELL as qualified opps after the fact. Do you recall yours?
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