Pipeline generation is the new way to pay SDRs?
David Wilkins
I help SDR Leaders to be the best possible leaders for their team and themselves | Founder @ SDR Leaders of EMEA | Founder @ Saleswise
First Things First…
We are nearly a year into this journey, and i wanted to thank you all for your support so far.
This week, we reached 2700 total newsletter subscribers, and I cannot be more grateful for your feedback and support.
Let me know how you feel I should continue to improve on this newsletter, as you, the reader, are the most important critic!
Elevate your sales conversations
What if all your team’s customer calls are recorded and transcribed in a single, searchable location?
What if you Show, not tell, with playlists of what “good” sounds like? What if metrics help identify who needs help and who is outperforming?
What if you'd be alerted to important moments weekly, daily or in real-time?
What if we Align team members by organizing and sharing key moments from customer calls?
What if you could have a unified view of all conversations with a customer or prospect?
What if you simplify the handoff from sales to success and never lose any context if a team member departs?
Most critically, what if you could Reduce the time your team spends on data entry with automated post-call data syncs? These include BANT, SPICED, and MEDDPICC, which automatically generate post-meeting data and sync it to the CRM.
Fathom can do this and more!
Content of the week
What am I seeing this Week: SDR Compensation plans should be based on pipeline generation.
SDR comp plans should be on pipeline generation. It's time we mainstream this plan.
A wise person once told me, 'Compensation plans should be so simple that a child can understand'.
Yet we continue to create compensation plans that don't incentivise sellers to perform their role but to get a calculator out to determine what you will get at the end of the month.
So, what do I think is the best? Based on pipeline generation. Building it takes a lot of infrastructure on the backend. You need to be really clear about what the definition of pipeline is, make sure that the CRM has been set up correctly to track it, and also ensure you are auditing the pipeline to ensure there is no fraud going on.
But, it focused on SDRs building pipeline in the top accounts that the business needs.
Would I add a 'closed won' element? Maybe, but I'd make that not part of the OTE; it's more of a bonus, especially as sales cycles continue to get longer.
In closing, the best policy for compensation plans is to keep them simple. Anything else will prevent your team from focusing on their day jobs.
What are the compensation plans you've tried that have been successful?
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Five Questions of the Week: Neta Ben Tov
This week, we are speaking with Neta Ben Tov , of Ox Security ! Neta has a refreshing point of view on all things Sales Development and Sales, and we are really looking forward to his conversation today!
Firstly, tell me a little bit about your journey? How did you end up at this point?
From a young age i knew i love selling, in the school backyard or after the army. After almost eight years in school B2B sales, I decided to move to tech, and cybersecurity was what I wanted to sell - the feeling you are selling a valuable product that can help your customers protect the most important thing for them is the code! I started as Senior SDR at Snyk and, after 1.5 years, moved to OX security to build the SDR GTM motion from scratch I Love it!
What is it about your role that you love?
I am the kind of guy who likes to cut to the chase when I see value. Cold calling is that. I love it and love building relationships.
When did you realise that leadership was the career path you wanted to follow, and how did you make it happen?
When I was the kind of SDR team member who wanted my help, I saw in me that I knew how to deliver knowledge that made sense and had an impact.
Drawing on all your experiences so far, what advice would you give your younger self on their first day as a manager?
Take a breath. Failure will come, but learn from it and don't feel guilty about it. The way to win is only in a team!
With AI looking to disrupt the SDR space, what do you see as the role of SDR evolving in the next 36 months?
SDR should become the new ISR Full sale cycle in velocity deals with a quota And building pipeline to the enterprise AEs.
Overwhelmed by Sales Tools Options?
Sales tools often boast an alphabet soup of features.
Deciphering complicated technical jargon can be time-consuming and frustrating, leaving you confused and unsure if it will help with connection or conversion rates.
Meanwhile, researching, comparing, and evaluating sales tools can be highly time-consuming.
Diverting your focus from core business activities like closing deals and managing your team.
This is where we’ve built Stakki , your free sales tool calculator.
We mapped 176 tools and their integrations, minimum costs, feature overlaps and freemium options.?
Visit stakki.io to make the selection of sales tools easy for you.? Or book your free consultation call and we’ll recommend the best three tools for whatever you are trying to achieve.
Whenever you’re ready, here are two ways I could help you
The new Community for European-based SDR leaders: SDR leaders of Europe
An ebook about SDR<> AE Alignment: Closing the Gap
Great to be a part of this growing community ??