Paying SDRs part of your commission as an Account Executive?

Our commission structure is fucked and our SDRs make pennies on closed deals.


Have you ever paid or considering paying your SDRs out of your own commission to further incentivize them for larger accounts?

Have you ever paid your SDR Team part of your commission?

Attached poll
*Voting in this poll no longer yields commission.
📈 Closing
☁️ Software Tech
💰 Compensation
32
funcoupons
WR Officer
18
👑
Hell no. If SDRs want to earn AE money they can be an AE and take on all the headache and bullshit that come with the role. Or negotiate with the company for better payment terms for themselves.

That said if an SDR helped me close a valuable sale and I liked them I might buy them a bottle or lunch or something. Fortunately for me, our SDRs are booty and don't help me at all.
NoSuperhero
Politicker
11
BDR LEAD
I'm a BDR, and yeah I'd have to agree with this. I mean, we get paid compensation for the meeting set, and maybe if there's some sort of incentive for the deal closed, like a very small percentage of the deal or maybe another set value for every opportunity created or whatnot. But getting paid from the AE?? If I was an AE I'd say fuck that buddy, earn your badges.
Mr.Pickles
Arsonist
0
Sr. Customer Success Manager
word
HoosierDaddy
Valued Contributor
0
SDR
Have an AE that is going to give me 1% on any deal that closes over 400k. We get 1% kick back already but you better believe I’m hunting harder for him than I am others.
BmajoR
Arsonist
13
Account Executive
I'm doing my job, they're doing their job. We get paid for doing our jobs accordingly. 
paddy
WR Officer
13
Director of Business Development
SDR's should be paid 2 bread loafs and a gallon of water every week.
Avon
Politicker
11
Senior Account Executive
I was a BDR for 2 years before I became an AE. I was aligned to 3 AEs. One of those became one of my good friends and would often take me out to lunch or we'd get drinks after work and he'd pay. I would never expect a percentage of his commissions but I worked harder for him and he made more money as a result of his generosity and mentorship for me. 
TheIncarceration
Politicker
1
SDR Manager
perfect example of why having a good BDR - AE relationship is a win on both sides!
Diablo
Politicker
4
Sr. AE
We don't have an SDR but I know when I was an SDR, I never got paid anything by an AE while getting some big deals. I might consider rewarding once in a while as a good will but won't make it a habit.
barney2021
Tycoon
0
Account Executive
Get yourself some sdrs!
FamilyTruckster
Politicker
4
Exec Director, Major Accounts
I voted yes, but with context. 

I’m an IC that is a half step up from directors that manage teams. I work with their teams, but they don’t report to me. So I have a spiff with the directors in place. Not their people, but them directly. It’s worked. 
Sunbunny31
Politicker
3
Sr Sales Executive 🐰
I've gifted my BDRs at the end of the year, but we are each paid by the company for the jobs that we do. Every single one of them has gotten coaching and help from me as we worked together as a team, and most of them moved on to AE/SE roles.   
SaaSyBee
Politicker
1
Founder
I like this idea!
payton_pritchard
Executive
3
RSM
If an SDR gets me a meeting off cold outreach, especially if it's a great account, one I specifically targeted, etc. I have given them a piece of the deal when it closes -- nothing crazy but even a very ver small percentage goes a long way towards keeping the relationship solid and them motivated
NoSuperhero
Politicker
2
BDR LEAD
It'd be nice but I don't see that as very fair. We, as BDR's, are supposed to have incentives from the organization for the meetings we're setting, and there are some organizations that pay extra for every opportunity that moves forward to the next step. There's even some organization that set up commission structures where there's a very small percentage passed off to the SDR when the deal finally closes, but that's it.

It should be understood that if you want a piece of the pie like an account executive does, you should earn your stripes and learn how to close, period.
mitts2
Politicker
2
Account Executive
I got a kickback from an AE once when I was an SDR. Was super grateful for it but I did not ever expect it or ask for it. I did my job, she did hers. She just happened to be generous and help me out.
justatopproducer
Politicker
2
VP OF SALES -US
No, but I would buy them lavish luxuries like basic starbucks drinks, peppered with fall colors and pumpkin pepper on top. Or, lunch or dinner or what not.
SaaSyBee
Politicker
2
Founder
Paying your SDRs seems to set a weird precedent that puts the onus on you as the AE vs. the company. If the company should be paying their SDRs better, then maybe don't work there.

I think @Sunbunny31 has the right idea with gifting. Showing appreciation for your SDRs is wonderful and could be (somewhat) monetary, but sharing a cut when that cut should come from the company seems like overkill.
MediocreSalesGuy
Valued Contributor
1
AE (Account Executive)
I’ve done one off incentives on my own…not necessarily giving $$ out of my commission but I’ll throw them a $100 here and there if they have a great week scheduling net new meetings for me. Yes, they get paid and compensated based on their job…but, I think of it as my business and if buying an SDR a decent dinner for them and their significant other (or Tinder date) is going to light a little more fire every once in a while, I’m all for it.
jmctee
1
Sr. Manager of Sales BDR/SMB
I've paid them $20-$25/deal that they've set, and I've closed/month, but that's when I had a dedicated SDR.  Outside of that, I agree.  They have a job to do, and so do I.  I get paid what I get paid, and they do to.  
eRecruiter
Good Citizen
1
Executive Manager
I'm a recruiter for two organizations whose SDR's participate in commissions on closed deals they bring to the table. 

They don't make the same % as an AE, but it still incentives them to follow up and even work with AE's. This is been a big selling point for these companies. 
Chep
WR Officer
1
Bitcoin Adoption Specialist
As an SDR who gets paid out for closes I feel pretty lucky after reading this thread 
hh456
Celebrated Contributor
0
sales
Yes, throw them a bone when they close deals. That way they give you deals and bring you the stuff.
AnotherAE244
Politicker
0
Account Executive
I think that the caveat is that pre-covid you could take your SDRs out to eat, grab drinks, etc.., but now that the SaaS world is remote first it isn't as easy to do that. 

I appreciate the insight. 
1nbatopshotfan
Politicker
0
Sales
Does a gift card at Xmas count? I like to do that for people that helped me hit my number. 
xc23
Good Citizen
0
Director Sales Development
I did this in the immediate aftermath of covid lockdowns. We were selling primarily to health care and all of our outbound died immediately. CEO still wanted the team working it, but I knew there was no real chance for success so I paid my Outbound team's commission from my commission pool from the Inbound teams efforts. 
Huggyburr
Good Citizen
0
Head of Business Development
Paying a part of your commission sets a bad standard, and will likely piss off other AEs/BDRs once they catch wind.

good karma points can be as little as a bottle of wine, taking out to lunch etc. 

frankly, just acknowledgement is good. Could be a shout out on won deal slack channel or an email CCing your sales manager. 
BearSalem
Good Citizen
0
Account Manager
Gift cards, bottles, etc. probably the move. Show’s them you’re thankful for their help but not really crossing any lines 
Flippinghubs
Opinionated
0
Account Executive
Yeah this is a no for me dog 
SuicidalLizard
Opinionated
0
Enterprise Account Executive
I usually pay $50 extra for a VP title meeting that sticks. Who cares, motivates them and they will grind for you. I remember how broke I was as an SDR and it's a great way to build the relationship and make them loyal. This only applies to the killer SDRs who work their ass off, though. 
hancock
Good Citizen
0
Director Strategic Accounts
I’ve gifted them Amazon cards and take them to lunch but no way are they worthy of my commission. I barely have a decent comp plan. And my role comes with much more responsibility/stress. Part of moving up in sales is being unhappy as a SDR and proving your worth out of that job. 
goose
Politicker
0
Sales Executive
Hard no from me.
Derrbeahr
Good Citizen
0
DM
Pay - no. However, I will slide leads over to my BDR to help w/ their quota. 

Plus, it gives me a great opportunity to share insights about how to qualify prospects (yell at them about their shitty qualification skills) and promote team building (reinforce my self-righteous attitude). 
SaasStar
Contributor
0
AE (Account Executive)
I work in the enterprise so I'm paying one of our BDRs $100 per meeting under the table for any meeting set of the list I give them. It has to be the right person at the right company. It pays out tenfold. Even if I spend $1,000, I will make way more in commission on one closed deal...
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