Hey everyone! - Those of you from B2B-SaaS here, what do you base the incentives/variables of your business development reps on?
⢠# of leads
⢠# of leads that move to the demo stage
⢠Ticket size of the deal
⢠....anything else?
Thanks in advance! š
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srividya gopakumar
05/18/2023, 4:35 AM
Hi Shivani,
You may look at following KPIs as well if it fits your sales organisation
⢠Net new outbound reach
⢠Net new meetings set up
⢠qualified opportunities
⢠sales deals won
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Shivani Pande
05/18/2023, 4:37 AM
Hey @srividya gopakumar - Thank you! Mind sharing which ones among these do you follow for your BD team?
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srividya gopakumar
05/18/2023, 5:13 AM
@Shivani Pande We track all of these parameters for now
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Joel Johnson
05/18/2023, 5:40 AM
For BDRs (Outbound) -
1. No. of qualified meetings set up
2. Pipeline created
3. Closed won -> This is usually a bonus and isn't really factored into the comp plan.
If you're early stage - its mostly just (1)
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Shivani Pande
05/19/2023, 3:58 AM
Thanks for sharing, @Joel Johnson š
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Joel Johnson
05/19/2023, 4:02 AM
Also Closed won bonus amounts can be tied to the overall ARR; for eg;
$10,000 - $25,000 - x
$26,000 - $50,000 - xx
$50,000 - $100,000 - xxx
Or you can also follow a flat model for any closed won deals - you get a fixed amount, irrespective of the deal value.