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SDR compensation for meetings scheduled or completed?


SDR compensation for meetings scheduled or completed?

As a sales leader, setting performance variables can be tricky. Find out the pros and cons of compensating SDRs for meetings booked vs. meetings scheduled.

Paying for meetings scheduled is risky

Paying for meetings booked can be a recipe for disaster. Even if your no-show rates are under control, we don’t typically recommend this metric. SDRs should be wholly invested in the successful handoff of the meeting to the Account Executive. This structure gives less responsibility to SDRs and can leave more room for error. 

Paying for meetings completed is ok

To drive your team but ensure a bit more control, try using meeting completed as your performance variable. When a market researcher supplies all accounts to the SDR according to the target market, this can be an acceptable option. If SDRs aren’t qualifying leads, they should at least be held accountable by a market researcher verifying correct accounts.

Paying for opportunities is ideal

This is the most common choice and our recommendation for SDR teams. Paying for qualified meetings (aka opportunities) completed prevents no-shows and pushing through BS meetings. It’s a perfect balance between the company’s goals and SDR’s capabilities.

When making your final comp plan decision, remember to align SDR qualification criteria to your go-to-market strategy. That way you’ll deliver what sales needs for a productive meeting.

Want to learn more about setting performance variables and planning the perfect SDR compensation plan? Download our complete guide and template.

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