SDR compensation (cont’d) eam t t wing and elopmen art 11ov P Grmanaging a sales de Best-practice advice is to be careful about compensating on closed revenue or opportunities won – SDRs can’t control these, so they may find them de-motivating instead of motivating. Also, long sales cycles and short SDR tenures mean they may never see much of the closed business they initiated! Finally, paying too much of the variable comp based on won opportunities tends to turn the SDR into sales support administrators – to make sure their deals get over the line. An enlightened manager won’t let that happen. Compensation metrics for SDRS 60 53% 50 40 33% 30 20 10 7% 4% 3% 0 SQLs SQLs & SQLs & Other Revenue only revenue pipeline only Elements that define commision achievement Source: TOPO The 2016 Sales Development Benchmark Report 101