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Die SDR-Vergütung ist die Vergütungsstruktur für Sales Development Representatives (SDRs), die Leads generieren und Interessenten qualifizieren. Sie umfasst in der Regel ein Grundgehalt und eine variable Vergütung, wie Provisionen und Boni, die an Leistungskennzahlen wie gebuchte Meetings und Umsatzbeiträge geknüpft sind.
SDR compensation refers to the payment structure for Sales Development Representatives (SDRs), who focus on generating leads and qualifying prospects.
This compensation typically includes a combination of a base salary and variable pay, such as commissions and bonuses, which are linked to performance metrics like meetings booked, pipeline generation, and revenue contributions.
Here are some common and effective commission structures:
1. Activity-based commissions: SDRs earn commissions based on specific activities, such as the number of calls made, emails sent, or meetings booked. This structure encourages high levels of outreach and engagement with potential leads.
2. Leistungsschwellen: Die Einführung von gestaffelten Provisionsstrukturen auf der Grundlage von Leistungsschwellen kann die SDRs motivieren, ihre Ziele zu übertreffen. Zum Beispiel:
3. Quality metrics: In addition to quantity, incorporating quality metrics into the commission structure can ensure SDRs focus on generating high-quality leads. Commissions can be tied to the conversion rate of meetings into closed deals or the number of qualified opportunities created.
4. Bonuses for milestones: Offering bonuses for achieving specific milestones, such as booking a certain number of meetings or generating a set amount of pipeline revenue, can provide additional motivation. For example, SDRs might receive a bonus for every five qualified opportunities they generate.
5. Commission on closed deals: While SDRs typically do not close deals, offering a small percentage of the revenue from deals closed by leads they sourced can further incentivize them to focus on high-quality lead generation. This can be a small percentage of the total deal value, encouraging SDRs to nurture leads effectively.
6. Team-based incentives: Implementing team-based incentives can foster collaboration among SDRs. For instance, if the entire team meets a collective target, all members receive a bonus, promoting teamwork and shared accountability.
7. Transparent and simple structure: The commission plan should be easy to understand, ensuring SDRs know how their efforts translate into earnings. A clear structure helps maintain motivation and reduces confusion regarding payouts.
Um einen effektiven SDR-Vergütungsplan zu erstellen, sollten Sie die folgenden Schritte beachten:
Here are the most widely used SDR compensation structures:
These sdr compensation structures can be mixed and tailored based on business type, industry, and sales cycle length. A well-balanced sdr compensation plan improves retention and drives predictable pipeline growth.
How to create an SDR compensation plan?
To build an effective SDR compensation plan, businesses should take a strategic and data-informed approach. Here’s how:
A well-crafted plan ensures SDRs stay motivated and focused on high-impact activities.
Here’s a simple SDR compensation plan template you can customize:
This template provides a flexible foundation for creating a scalable, goal-aligned SDR compensation plan.
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