SDR compensation (cont’d) eam t t wing and elopmen art 11ov P Grmanaging a sales de “Meetings held per week is a great leaderboard metric for an SDR team. It tells you which rep SPIFFS and Competitions is bringing the most customers in the door. SDRs are competitive types. That’s why so many SDR Managers It’s important that it's weekly. You might have create fun contests to motivate the right behaviors. bad days as an SDR, but you can't have bad Here are some ideas: weeks. Sales development is a weekly business.” Break into teams and compete for prizes Robby Allen Create teams randomly or do it by location if your SDRs are Director of Sales Development, in different offices. Then let the games begin! Zenefits Run timed ‘sprint’ competitions Pick metric and give SDRs a day or two. Short and fun. Create a new metric Combine KPIs into one magic metric, with weightings for the different components. Then make that the killer KPI to track and compete against. Run a ‘best email personalization’ contest Prizes for the SDR who creates the most relevant email from the master template. Simply celebrate success in public You don’t always need winners and losers. You can call out any extraordinary behavior or success in a team meeting or by email or Slack. Attention and appreciation are their own rewards. 102