Quotas (cont’d) eam t t wing and elopmen art 11ov P Grmanaging a sales de Whatever you set quotas at, track how many SDRs meet their number each month. The Bridge Group also has an excellent Sales Team Grader that lets you compare your own team’s performance against the How Engagio does it benchmarks. We recommend doing that (it takes five minutes). At Engagio, we set our SDR quotas based on “points” earned for meetings and opportunities at the accounts they cover. They earn points for all meetings and opportunities, regardless of whether they directly sourced it or merely influenced it – this encourages cross-department collaboration, rather than fighting over who 65% gets credit. at/above quota Middle Rep Quotas are set so that if the SDRs make their quota, the AEs will 98% of goal have enough pipeline to make their quotas (plus some padding): • Inbound — the quota is 28 points / month per rep. They earn 1 point for each qualified opportunity created at non-target accounts. 20% 30% 40% 50% 60% 70% 80% 90%100%110%120%130%140%150%160%170%180%190% + • Outbound — the quota is 36 points / month per rep. They earn 1 point for each qualified meeting (Director or higher) Bottom fifth Top fifth at Target accounts, and 1 point for each qualified opportunity Average 59% of goal Average 150% of goal at Target accounts. Engagio has a ratio of 3 SDRs for 4 AEs. A screen from the Bridge Group’s Sales Team Grader 104