Let's look at a Sales Development rep's comp plan based on a blend of metrics.
Sales Development Reps (SDRs, also called ‘Market Development Reps’ or ‘Business Development Reps’) have a quota on a monthly or (less frequently) quarterly basis.
On average, SDRs have a 66% base salary/34% variable comp plan but anything from 50% base/50% variable to 75% base/25% variable is standard for SDRs. SDRs have an average OTE of $75k.
The three most common forms of quota are below. Oftentimes organizations use a mix of 2 or 3 of these. In this instance, we'll dive into a blended SDR comp plan that takes into account Activities, Qualified Opportunities, and Revenue.
Let's take a look at how to set this up in QuotaPath.
Title: Sales Development Representative
Base Salary: $48,000
OTE: $75,000
Quota:
1000 calls per month
15 Qualified Opps per month
$30k in Revenue per month
Commission Rate:
$250 if 1000 calls made, $0 if <1000 calls
$0 per Qualified Opp between 0-4, $100 per Qualified Opp 5+
3.33% of any Revenue set by SDR