Free Template
SDR Commission Plan
A commission plan developed by working with more than 50 B2B SaaS companies.
Questions around SDR commissions
Should you use meetings attended vs “just” meeting booked?
If you have a lot of no shows you should review your playbook. Prospects should say "yes" to a meeting because they see the need, not to get rid of your SDRs. That's why they don't show up. If your playbook is customer-centric you should not have this issue.
Should you offer SDRs equity?
SDR is an entry position. Most of the time young talent care more about the pay than the equity. Also, you will have a high turnover since if they perform well, you will promote them within 9 to 18 months. And if they don't perform, you will need to let them go. Either way, equity will be difficult to vest.
Author
My name is JB and I eat SaaS for breakfast, B2B sales for lunch and data for dinner.
Since 2014, I've helped 100+ companies to build/scale specialized sales teams with 3 key roles. My key sales achievements with this framework:
- Went from 4 to 600 customers in 2 years
- +1000% YoY sales growth
- Generated 10M+ USD of revenue in 9 months
