Episode description

Graham Collins joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss how to set up effective compensation plans for SDRs.

As the Director of Sales Development at QuotaPath, Graham Collins built out the SDR function, led a team of 40 reps, and conducted more than 300 compensation plan strategy calls.

Highlights include: how to balance rep control with benefit to the company (2:15), different SDR compensation models and how to determine which is right for your company (4:05), how your ICP and target market affect compensation models (6:25), how to handle opportunity-based compensation when you have multiple buyer personas (9:09), common mistakes companies make with SDR compensation (14:50), a mathematical approach to setting quotas (16:13), the impact of a better compensation plan on your entire organization (20:11), how a well-designed comp structure benefits sales leaders (23:50), and tips for designing and implementing a seamless compensation plan (26:10).

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