How to build an effective outbound SDR Comp Plan for 2025 скачать в хорошем качестве

How to build an effective outbound SDR Comp Plan for 2025

If you found this video w/ Anastasia helpful, you’ll probably like my newsletter, Outbound Kitchen. Subscribe here: https://outboundkitchen.substack.com --- Discover the future of SDR compensation with Anastasia Chihai, Sr. Director of Sales Development at Upland. In this conversation, learn how to implement a point-based system that aligns SDR performance with revenue goals. Uncover innovative spiff strategies, master the art of motivating distributed teams, and optimize your sales development structure for maximum ROI. Whether you're a founder, GTM leader, or sales executive, this video is packed with actionable insights to transform your SDR team's performance in 2025 and beyond. Chef's specials: Comp plans that keep your BDRs motivated and drive long-term success. Spiffs that fire them up and deliver short-term wins. How to present this to your CRO --- 📌 Grab the slides here: https://www.canva.com/design/DAGYJwLj... --- Who is Anastasia Chihai? Sr. Director, Sales Development at Upland Founder, ATX SDR Leaders Connect with Anastasia: On LinkedIn⁠⁠⁠ ⁠⁠  / anastasia-chihai   More context about the Upland sales team: Markets: NA, and EMEASegment: SMB, Mid-market, and enterprise Buyer personas: IT, Sales, Marketing, Customer Service, and Operations Industries: BPO, contact centers, Financial Services, Healthcare, Media and Publishing, Consumer Goods, and Telecommunications --- When you're ready ⁠⁠📫 Subscribe to the newsletter⁠⁠ https://outboundkitchen.substack.com ⁠⁠👨‍🍳 Want to work with me? Send me a DM   / elriclegloire   🍿 WATCH NEXT How this CRO Hit 10,000+ Customers in just 3 years    • How this CRO Hit 10,000+ Customers in just...   The 10 Rules of Outbound Sales You Need to Know    • The 10 Rules of Outbound Sales You Need to...   AI Outbound Secrets: Double Your SDR Output in 2024    • AI Outbound Secrets: Double Your SDR Outpu...   The Three Pillars of Outbound Success: Tito Bohrt's Secrets    • The Three Pillars of Outbound Success: Tit...   Connect with me 📌 Connect on LinkedIn   / elriclegloire   ⁠⁠🐦 Connect on X https://x.com/elriclegloire --- Chapters: 00:00 Sales Motivation with Anastasia Chihai 00:54 Revamping the Compensation Plan 03:21 Complexities of Managing Multiple Business Units 05:59 Designing a Point-Based System 06:38 Focusing on Target Accounts and Seniority 10:14 Defining Sales Qualified Leads (SQL) 13:06 Adapting Quotas for Different Segments 22:07 Gaining Approval for the New Compensation Plan 28:11 Implementing Safeguards Against System Gaming 30:37 Short-Term Incentives: Holiday Spiffs 31:46 The Impact of Short-Term Spiffs 32:19 Planning for December Spiffs 32:51 November Bingo Card Success 33:37 December Personalized Stickers 36:28 Monthly and Weekly Spiffs Strategy 40:05 Lessons from Failed Spiffs 42:49 Spinning Wheel Success 45:31 Managing Spiffs Fatigue 50:37 Inbound vs. Outbound Teams 55:03 Balancing Quotas for Inbound and Outbound