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! 🙂

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

Hey @srividya gopakumar - Thank you! Mind sharing which ones among these do you follow for your BD team?

@Shivani Pande We track all of these parameters for now

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)

Thanks for sharing, @Joel Johnson 🙂

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.