SaaSGuy313

SDR

SDR Meeting Credit

hey gang, please forgive me if someone has posted on this topic already. I'm just a bit flustered that in our current SDR org, we need to ensure intent and secure next steps basically prior to even booking a meeting in order for it to count towards quota. So if we book a meeting and the prospect brings up something out of our genuine control and cannot secure next steps, we don't get credit and basically wasted time. No one's said a word but everyone is feeling the heat and upset over these recent changes. even our AE's are saying that it isn't our scope to qualify and pitch the prospect, it's their job. Any advice from you wizards on here? I'm frustrated from having a shitty May and a bad start to June and definitely don't like the changes being made to the org

Any and all advice is appreciated, TIA 🙏🏽

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☁️ Software Tech

24 comments

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braintank

Politicker

Enterprise Account Executive

What do you mean by "ensure intent and secure next steps"?

What if you just book a meeting?

Isn't that fact they're agreeing to a meeting intent and a next step in itself?

SaaSGuy313

Opinionated

SDR

Sorry, I should have been more clear. Even if we book a meeting, basically if we aren’t qualifying the prospect prior to the intro meeting to secure say a demo or next steps after the initial meeting, we don’t get credited

TennisandSales

Politicker

Head Of Sales

so if you call someone, have a conversation, they agree to a meeting, they have to also agree to the SECOND meeting, before the first meeting even happens for you to get credit?

Normally an SDR should get credit if the AE considers it qualified.
This can mean alot of different things, agreeing to a next meeting can be one of them.

but that happens on the discovery call.

braintank

Politicker

Enterprise Account Executive

I'm still not sure I follow.

Who is enforcing this and how? If the AE takes the meeting and runs with it isn't that enough?

SaaSGuy313

Opinionated

SDR

Theoretically, yes. We need to basically deep qualify the prospect and ensure that the intro call will lead to next steps to get credit, and the discovery call is supposed to solidify that notion basically

SaaSGuy313

Opinionated

SDR

Basically, say the prospect fits our vertical and scope, has a need but something on their end that they don’t inform us of prior to the discovery call comes up and there isn’t a way forward, we don’t get credited for booking the discovery call

jefe

Arsonist

🍁

This seems so backward and a terrible way to incentivize

TennisandSales

Politicker

Head Of Sales

hmmm yeah this is a bummer.

I worked at an org like this.

even if they say they are interested but to follow up with them in 2 months the SDR would not get credit.

the main reasoning being the AE cant keep that opportunity in their pipeline, so it has no value currently.

Its frustrating, and IDK if I would set up my org that way but i kinda get it.

NotCreativeEnough

Big Shot

Professional Day Ruiner

booking a demo and deep qualifying is the AE's job, not the SDR's. If that's the requirement then it needs to be brought to managements attention how BS that is and its not how it works at virtually any other org.

I don't want SDR's trying to qualify for me. They most likely don't know the product well enough, or know the ICP well enough to know what's truly a viable lead. So a lot of stuff may be getting DQ'd that shouldn't be.

TennisandSales

Politicker

Head Of Sales

this is for SURE a company by company thing. I have seen a bunch of companies that have 2 metrics for SDRs. Total meetings set. and total QUALIFIED meetings.

a qualified meeting can mean a bunch of different things, but generally the prospect agreeing to a next step IS part of it.

how i currently run it, is the AE (me) Is responsible for identifying the target accounts.
Then the SDR finds the contacts and does the outreach to book the discovery call.
He gets credit at that point.
Then I run disco and take it from there.

NotCreativeEnough

Big Shot

Professional Day Ruiner

In my opinion (for whatever that's worth), if you want and S/Bdr doing discovery calls then you should create a "senior" sdr role. Let the new guys only tee up meetings, then once they get promoted to a senior level then they can start moving on to qualifying calls and what not. This way it helps them take things in stages for one, and two helps them take steps towards the field without being dumped right into an AE role after being an SDR.

If I could design my dream sdr program that's how it would work.

braintank

Politicker

Enterprise Account Executive

Except... then your poor prospect has to talk to 3+ salespeople before they get demo and pricing.

NotCreativeEnough

Big Shot

Professional Day Ruiner

@braintank maybe I explained poorly. An SDR wouldn't pass to a sr SDR to then pass to AE. An SDR would just everything for the AE. A senior SDR would set it for himself, then once its qualified pass it to the AE. so no more people involved than in the normal SDR to ae process. All that changes is how much of the process the SDR is allowed to do himself.

TennisandSales

Politicker

Head Of Sales

yeah i see what your saying but i do not agree.

I think the ideal model is this:

AE + SDR are aligned on what information is needed to have a solid discovery call. The SDRs job is to set that discovery call and see if they can get the needed information.

then the AE runs the discovery call and takes it from there.
the SDR is comped on if the meeting takes place.

if the meeting doesnt happen (no show/reschedule) SDR doesnt get credit.

But as long as the meeting happens, the SDR gets credit.

In this model the AE should be the one helping to identify accounts and correct titles. There needs to be alignment as a whole (coming from leadership) on Rules of Engagements. for example, if SDR books a call with a coordinator, it doesn't count.

SaaSGuy313

Opinionated

SDR

Completely agree, but here’s the kicker, even if the initial discovery call takes place but there’s no next step, the SDR doesn’t get credited even for the initial discovery

NotCreativeEnough

Big Shot

Professional Day Ruiner

Yeah that's a garbage system. It's literally setting the SDR's up to fail.

TennisandSales

Politicker

Head Of Sales

yeah. I would be frustrated by that as an SDR.

Gasty

Notable Contributor

War Room Community Manager

Blame the previous SDRs who might have abused the meeting quota by setting up appointments instead of qualified meetings.

CuriousFox

WR Officer

🦊

So you are supposed to be a mind reader/fortune teller? 🔮

SADNESSLieutenant

Politicker

Officer of ♥️

Fuck that place

Pachacuti

Politicker

They call me Daddy, Sales Daddy

You need to bring this up with your Manager DURING a team meeting. Hopefully the other SDRs will chime in in agreement with you.
SDRs should not be doing heavy qualifying - thats the AE's job. SDRs are all about smilin' n' dialin'.

SaaSGuy313

Opinionated

SDR

Yeah see we’ve all brought this up but this is coming from the top aka Director and C suite

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Which means they want you to work but don't want to pay you. Time to sharpen the resume.

Smilesndialz

Politicker

SDR

From what I’ve heard, most SDR orgs will count any meeting towards quota as long as the prospect shows up which is how it should be in my opinion. We sell meetings not opportunities, AEs are the ones who do the qualifying. My org will only count meetings towards quota if there’s an opportunity and I don’t agree with it at all. We sold an intro meeting, job completed.

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SaaSGuy313

SDR Meeting Credit

24 comments

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