At my company, if an outbound SDR reaches out to a prospect and instead of replying they go directly to our website to request a price quote, the commission becomes an 80/20 split (80% outbound/20%inbound). The rule is: any outbound activity within 90 days is eligible for the split, which in my opinion is quite generous. Any activity after 90 days goes 100% to the inbound SDRs.
We recently discovered that an outbound SDR was claiming accounts that were past 90 days and one had no documented activity on his end at all. It was brought to management and he had to return a couple accounts to inbound. But other than that, he got a slap on the wrist because he said he didn't understand the rules. He claimed he thought it was 90 business days and not calendar days... lol
How would you guys handle this?