eam t t wing and elopmen art 11ov Quotas P Gr managing a sales de Once you know your compensation metrics, you need to set your goals Another data point to consider, from our friends at EverString and quotas. As with any target, the key is to set a level that will stretch your (who know their way around the SDR discipline): SDRs to deliver their best performance – but that doesn’t set them up for constant failure. • 12 meetings per month per SDR • 6 opportunities per month The reality is that there is no one source to tell you where to set the • 2 Stage Two opportunities per month (active buying cycle) quotas. It will vary on deal size, the percent of pipeline you expect to get from SDRs, your SDR to AE ratio, and many other factors. This data from TOPO shows some averages by Average Contract Value, but remember they are just that – averages. SQLs generated per SDR per month 30 24.7 25 Average 20 17.5 18.2 16 15 11.3 10 5 0 $0 – $10k $10 – $50k $50 – $100k $100k+ Average contract value Source: TOPO, The 2016 Sales Development Benchmark Report 103