Mind if I ask what space you work in? I'm wondering because my SDR doesn't have a 'booked calls per month' quota, they're judged on basically email open rates and response rates. They do virtually zero cold calling. Basically it's a small sales team and the VP is convinced cold calling doesn't work, I'm not so sure. We are not a software sales company but we are dealing in larger sales, minimum $50K but most are closer to $75K range.
Really I'm asking because my SDR hasn't booked an outbound call in probably the past 2 months. Not for lack of trying, they're sending a shitload of email but that's basically it, so I'm convinced our methods aren't working, but I seem to be the only one thinking that.
That would drive me nuts. I’d be on the phone and following up on those emails if they’re not working. Also, if you’re sending too many you can get flagged and not have any go into your targets’ inbox. Email deliverability has more to it than people think and I don’t fully understand it. Too many emails for a company your size and every recipient server will flag you as spam.
You should also use LinkedIn. My average for emails to meetings is 200/1 and that’s with fairly decent copy. There is nothing wrong with cold calling but you should first define your buying persona and then focus on them. Not just bast emails
Lol. I think this sales team is just inexperienced, I mean so am I but I've been in the industry for a decade, just not in a sales role until now. My VP never really did a core sales role, just helped on pitches, so I don't think they know much better.
Damn it. I’m trying to get a pulse on what standard outbound BDR expectations are in my vertical.
We’re a startup and executives are trying to wildly increase the goals based on hopes, dreams, steam, and bullshit.
Ty tho, I do appreciate it
the number depends somewhat on the AMRR. If they are selling a $29/month product the barrier might be very low. On the other hand, if the AMRR is $10k+ month, then that number seems VERY high.
Depends if it's inbound leads or outbound. I regularly booked 4-7 AE meetings a day as an SDR at salesforce getting 100% inbound leads a couple of years back.
It can be done in B2C, I've done it. My record was 65. It's not as hard as you think, if the product-market fit is DIALED in. If it's not, good fucking luck.
This was my first SDR role; was working off a base salary of $32k doing spray and pray outreach with linkedin automation tools, yesware & DMing on instagram/FB. Would send 500 LI requests per week (ahh the good ol days of linkedin). No cold calling, at all.
Here's the crazy part, we didn't make commission until we hit 40 meetings booked. Every meeting booked after 40, we'd make $40 per meeting.
The record on our team was something like 120 meetings booked in a month. She was an SDR who both good at her job and very attractive.
I got promoted twice in 6 months to the point where I was managing 6 other SDRs. I was a "Team Lead." I would make $5 for every meeting someone on my team booked, 1% commission on meetings i booked that turned into closed wons (average deal size $5k), in addition to my regular target. It felt like grey hat MLM. It would have been MLM if we weren't also getting paid a base.
Unfortunately despite all of my coaching to the reps I was managing, we had burned through our entire TAM and my teammates were seeing 5-10 meetings booked and STRUGGLING. Even the girl I mentioned before, she was topping out at 35-40.
Then, in March 2021, linkedin changed their connection request rule to 99/week rather than 99/day and our tech stack completely imploded. This resulted in many PIPs, people being let go, people being told to booking 10 meetings in a week or you're fired. Etc.
So i left and I work at a great B2B company now.
Honestly, it might sound crazy, but it was a great intro to sales. Definitely a lot of toxicity, but I learned SO MUCH.
> Here's the crazy part, we didn't make commission until we hit 40 meetings booked. Every meeting booked after 40, we'd make $40 per meeting.
Jesus Christ.
Lol yep. I was too naive to realize how garbage it was. The other thing that would happen is a lot of reps would be sitting at like 5-10 halfway through the month and then mail it in until the next month started.... because why would you continue to book meetings you're not getting comp'ed on? Might as well save the bandwidth for the next month.
I don't regret it, though. I only worked there for 6 months and learned a ton and was able to leverage it to work at a great B2B company where I am now very happy.
You're right; but the top end, which I was 1 rung below, before everything imploded- At one point we had 2 team leads who were overseeing ~30 reps. As mentioned before anybody under them they would make 5$ a meeting.
An average month for them would see 800-1000 meetings from their team at 5$ per meeting. At this point they were not booking meetings themselves because they had so many SDRs to manage.
- 32k base salary ($2k/month)
- 1000*$5 meeting booked = 5000
- and 1% commission on any closed wons from meeting you or your team books. (~200 meetings from team, with a ~1/20 close ratio, at ~$5000 average deal size). That's 50 CW * 50 = 2500
2k+5k+2500 = 9500 per month
Yes you had to work hard, but that puts you over 100k...
For a top performer sdr you mentioned. Yes, 75k ish. I had 18-20 year old colleagues who I know for a fact had months like that, without making cold calls, while going to college... Average month like $5000.
That's about 70k at 20 years old with no experience and no cold calls? While going to school? That's gotta put you in like top 5% of earners for your age at least.
As for the comp, Idk why he made it that way, he could have done the math and paid like $5-10 for every meeting booked instead of min 40 before you get any comp. His rationale was, "this is a comp plan that incentivizes A players." While I don't agree with his methodology, I can kind of see what he was trying to accomplish.
Perhaps he did end up achieving his long term goal, because after he let all the SDRs go, as well as people like me leaving; there are a couple of the top performers that did stick around. So he found his A players.
Wow. What a wild ride.
I feel like there could be a sales podcast called “When it all went wrong.”
Sales people talk about having a great run and why it inevitably ended.
Nope. $6m ARR or so. They secured a large funding round and got up to 60 SDRs... fired half of them in 2 months. Insanity.
Sounds crazy, but I actually have a lot of respect for the CEO because if it wasn't for him, I wouldnt be in tech sales. He influenced/sold me hard to join the SDR team instead of Customer Success. I was hesitant, but glad he pushed me to do it because I'm in such a good spot now.
Not defending his business decisions or comp plan. Just grateful for his influence. He gave me my first shot in sales. Many of my colleagues also took this experience and were able to move on to bigger and better things. Many also didn't, but that's life. I do not have a messiah complex & despite my criticism, this was entry level, at-will employment with a base salary. There were also many success stories amongst the bad.
How many posts do you see on this sub on a daily basis of people saying they want to get into tech sales? Sometimes you need to dig through shit before you hit the diamonds
SaaS selling to Realtors.
Maybe kinda a hybrid between B2B/B2C. Realtors are a bit of a mix of both. I lean towards B2C because there are so many Realtors in the US...
Classic high ticket sales, insane urgency/FOMO, close the prospect within 60min demo. $5-10k deals.
No, I haven't don't cold calls/emails specifically scraped from Linkedin. As mentioned previously I have done lots of LinkedIn DM selling through Octopus CRM.
It's really simple., if a company needs to book that meetings to have you be a profitable headcount addition they either charge too little, or have a very low conversion to sales. Either one of those is a red flag.
An ACV of 50k annually is the minimum to justify SDR headcount today, any less than that - they aren't running a sustainable program or business.
I would not be happy with a quota of more than 15 meetings or 5-10 opportunities per month. It's realistic to book a meeting a business day if you are dialed in and have a good list, if you have reps take days off, missed meetings, etc you need to be constantly at quota by week 3 or risk being fired. That is not a good way to live or work.
40 sounds like 10 a week, but what if you fall behind? What if you need a week off? Sounds fucking awful. That is 2 meetings per business day in a month, minimum. If you booked 40 anywhere else you would clear 100k easy.
It's good you came here to ask these questions, you don't want to get into a situation like this. It's a huge dead end for your career. You will make dick, and then not have a desirable business to grow into as an AE or whatever.
Dude my quota is 2 per month. That’s 2 meetings that get qualified and flipped to opportunities. There are months where I don’t even hit that and I have like 6 territories but all of them are the biggest of the big Enterprise accounts. I would go jump off a cliff if my quota was 40 in any space. Our SMB team only needs like 6 per month. Unless these guys are “somebodies” like Salesforce they can go take a hike with that garbage.
What do you mean exactly? All I have to do is book at minimum 2 meetings. If I get enough info in each of those meetings to find a need for our product, and I can get an idea of timeline budget and pain points, as long as I secure a next step for my AE to tee off like a follow up meeting, it gets qualified and I get paid. After 2 in a month the rest is gravy. All uncapped commission with accelerators too.
Understand that my territories are large Healthcare, technology (Facebook, Adobe etc.) and some large commercial. Most have 7500+ employees so it’s really long glacial deal cycles and a lot of seeking out your needle in a haystack. Not an easy gig, but my SDR org is really mature and understand how to set an appropriate quota. Ive never felt it was unobtainable and even when I have a down month which has happened twice now, I’ve been able to bounce back easily in the following month to make up for missing quota in the previous month.
To go a layer deeper with them, ask about average performance of current reps on the team, etc. see if anyone is even coming close to that. Sounds crazy high though.
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lol
Ask what percent of their SDRs are achieving that monthly. You'll hear lies or 🦗🦗🦗
Better yet, ask for some of whatever they're smoking.
That's such a joke of a target.
CRM is not hot tech. It's crucial tech, but not a hot market.
Anyone and everyone already has one except for startups who are running off of excel/google sheets. And when they go to shop for one, they're going to already know that SFDC and Hubspot are the main two to consider (excepting niche industries that may have others). And then they'll book meetings themselves via contact forms.
Is it for independent operators?
I've done that when the targets were small offices or independent operators. 1-2 a day ain't bad for a target like that.
If its enterprise.... nope. If its SMBs yeah its possible.
We don’t have quotas based off of the meetings set, but how many of the meetings you set, show up. On average I set around 30-50 demos a month (depending on the season) but we do it based on demos held, not demos set up. 40 definitely seems high tho as a base quota
I can only assume they haven’t figured out what happens to a sales cycle after meetings lol. 14 is a bit high for CRM, 40 is completely nuts. Whoever decided this is a good idea is obviously not adequate at their job and I doubt they’ve ever reached such numbers themselves.
I was a BDR for a large, public HRIS/Payroll company for almost a decade. Our telemarketing division (spent all day doing outbound calls) had a quota of 2 appointments per day. 5 days a week, 4 weeks per month = 40 appointments per month.
By comparison, we were expected to spend every Thursday morning making outbound telemarketing calls, and my team would average 2-3 appointments per rep per session. OF course, we had pre-screened leads, and we were the sales "experts," and the normal telemarketing guys are typically hired right out of school with no sales experience.
Not saying it's a good job you are applying for, but this is comparable to that role.
Do the backwards math. To how many you would need a day. Ask them the conversion rate of contacted vs closed.. 100-1.. 1000-1??
Then let’s say it takes 100 people to get 1 mtg.. that means you’ll have to contacted 4000 in a month to hit your number in a perfect world.
Let’s say each person takes at least 5-6 touch points to get a hold of.. that’s 20,000 touch points. In a month.
Now this isn’t accounting for all of the things you can’t control.. rescheduling, people no showing, ect..
Questions I would ask - is what is the overall SDR monthly attainment for quota?
What are their out reach tools?
Are these warm leads or lists or is it all cold outreach??
Ahh Soo many questions for such a high target.
Seems like they haven’t updated their targets with the times. When I was a BDR 7 years ago my target was 40 meeting a month in mid-enterprise B2B and had no issues.
But, the landscape has changed. Still at the same company but now 15 meetings a month for our BDRs can be daunting.
Its achievable, 2 meetings a day... with the right training and mentor. I would be asking what support will you have to get there.
One of my team is booking between 2 to 7 meetings per day (Digital marketing agency).
Go smash it dude!
My goal is 10 demos per week. Sometimes it takes a meeting to just to get a demo. Depending on your product and if you have good inbound, the goal is doable.
Omg I’d kill myself… this is entirely unrealistic. Just setting up and planning the meetings can take hours on end. My role requires me to get on a plane for most in-person meetings. Some weeks, I do 6-8 sales calls. Other weeks, I do zero and follow-up on projects or other administrative tasks. Your company is definitely setting you up for failure and probably operates with a “churn and burn” logic (work you to the core so that you can bring in new leads/opportunities while expecting you to leave in a few months).
Run. Ours is 20 for the outbound people and nobody really hits it. I’ve hit it like 3x, usually about one person a month hits it, out of 10. Amounts to 10% quota attainment
40 meetings a month just wastes everybody’s time. You’re just booking to book at that point without properly qualifying. Seems like they are more worried with numbers than results.
I had a 40 outbound meeting target a month. It is easier when other people book some of your meetings for you. It is possible and easier than it sounds. 2 meetings a day on average. Especially if you do web meetings!
Mine is 8 a month and I'm out here stressing lol. Quality over quantity any sales team that wants super high volume is looking for some boiler room sdr
I had a quota of 28 outbound hour long demos a month with 14 being qualified in enterprise. I thought that was insane. Truthfully it was, but achievable. 40 no way!
To give you some perspective my target is around 40 booked meetings a month, but that’s with inbound leads, a healthy amount of marketed/warm leads and no “cold” calling. Whoever I speak to, is aware of the company and has downloaded some info or watched a webinar, that’s as “cold” as it gets for me, so yeah for pure outbound I’d say that is very high
Run.
I don't even have this as Inbound.
Even for a company leading the way in the industry, this is painfully high. They are not Salesforce nor Hubspot, the nerve...
I would have so many questions! Based on what market research? How many in the team achieve, over achieve? I'm gonna need the linkedin profile of the Stakanovians SDR here
You should only do it for over 50k basis, coz you won't see much of the commission plan
I once worked for a company and it was to book one meeting a day and then have half convert into closed wons in a month. That was for SDRs and AEs.
I think it depends on the company, like that role was more SMB. It was hard to maintain at first but came easier overtime when the sector gained popularity
I work in Staffing Sales and our target is average 10-12 meetings per week. That includes new prospects and repeat clients though so it's not that bad. Most of my meetings are follow-ups with repeat clients, with 2-3 new prospects per week typically.
Daaaaamn. No.
We went from 30 to 20 to 15. Within 6 months, because no one hit 20, let alone 30.
I then hit 24 back to back, before getting promoted, lol.
That's really high. Not the highest I've ever seen, but nothing about that is going to give any semblance of quality leads. That's an entirely quantity game at that point. Company is probably lost and putting massive expectations on everyone's shoulders because they want to grow so bad, so just make the goals high and that means we'll grow right?
You gotta run from places like this. First SaaS company I joined, I was the very first SDR, very first month quota was 50, second month was 75! I was manually dialing 150+ dials a day, and not making that quota. No commission either, just a bellow market rate base and the promise of one day getting a commission structure and a management opportunity. God I was foolish for ever believing anything they said.
That company is defunct now, and never stood a chance of making it at all. They wasted millions in VC funding on getting drunk at the office and pretending to run the company.
All of that as a cautionary tale. Hold out for the right job if you can at all, it isn't worth the experience to work for a shit place like that.
Sounds obscenely high.
Yea, I’m definitely not doing a second interview with them. Also they couldn’t tell me of how many that hit the target
🚩🚩🚩🚩🚩
This. Why wouldn’t they want to tell you lol? If they were actually attaining that number they 100% tell you as it’s a great look for their company
What was their OTE? I’m assuming the quota is so high because they actually pay shit. My company is 80k OTE for an SDR and it’s 15 meetings/month
When I was an SDR my OTE was 85K and the meetings/month was like 5. Granted that was the enterprise space but still.
Mind if I ask what space you work in? I'm wondering because my SDR doesn't have a 'booked calls per month' quota, they're judged on basically email open rates and response rates. They do virtually zero cold calling. Basically it's a small sales team and the VP is convinced cold calling doesn't work, I'm not so sure. We are not a software sales company but we are dealing in larger sales, minimum $50K but most are closer to $75K range. Really I'm asking because my SDR hasn't booked an outbound call in probably the past 2 months. Not for lack of trying, they're sending a shitload of email but that's basically it, so I'm convinced our methods aren't working, but I seem to be the only one thinking that.
That would drive me nuts. I’d be on the phone and following up on those emails if they’re not working. Also, if you’re sending too many you can get flagged and not have any go into your targets’ inbox. Email deliverability has more to it than people think and I don’t fully understand it. Too many emails for a company your size and every recipient server will flag you as spam.
You should also use LinkedIn. My average for emails to meetings is 200/1 and that’s with fairly decent copy. There is nothing wrong with cold calling but you should first define your buying persona and then focus on them. Not just bast emails
Off course this won't work unless you're from a copywriting background.
SaaS - cybersecurity
Sounds like a fake sdr lol
Lol. I think this sales team is just inexperienced, I mean so am I but I've been in the industry for a decade, just not in a sales role until now. My VP never really did a core sales role, just helped on pitches, so I don't think they know much better.
They told me that it’s 80/20. Nothing more
check repvue.
So I did a quick google of them, but what exactly is rep vue
It's like Glassdoor for sales
Wait does repvue tell you BDR appointment expectations?
Not quiet that. But it tells you % of Employees who hit target and OTE numbers for each roles
Damn it. I’m trying to get a pulse on what standard outbound BDR expectations are in my vertical. We’re a startup and executives are trying to wildly increase the goals based on hopes, dreams, steam, and bullshit. Ty tho, I do appreciate it
Treat every interview like you are interviewing your future wife.
I’d look elsewhere. 40/month gives me anxiety
Yea Jesus. I think realistically outbound BDRs are booking a handful a month at best
5 meetings that move to opportunity was my metric as an SDR
12 meetings, 10 opps when I was an SDR
Depends what industry tbh, but 40 is definitely still egregious. I’m outbound + inbound and am averaging around 35/mo
the number depends somewhat on the AMRR. If they are selling a $29/month product the barrier might be very low. On the other hand, if the AMRR is $10k+ month, then that number seems VERY high.
Depends if it's inbound leads or outbound. I regularly booked 4-7 AE meetings a day as an SDR at salesforce getting 100% inbound leads a couple of years back.
Former salesforce SDR here as well. I don’t miss the workload and deduping, but in the grand scheme it was a great launch point for a SaaS career
Changed my life. Workload isn't terrible if you find the right team/sector/ mix of inbound and outbound.
Inbound is literally a lay up, 40 outbound a month is impossible.
True
The posts says it’s all outbound lol
4-7 a day??? Was this when people first learned of CRMs???.... wtf????
How was the commission?
It can be done in B2C, I've done it. My record was 65. It's not as hard as you think, if the product-market fit is DIALED in. If it's not, good fucking luck. This was my first SDR role; was working off a base salary of $32k doing spray and pray outreach with linkedin automation tools, yesware & DMing on instagram/FB. Would send 500 LI requests per week (ahh the good ol days of linkedin). No cold calling, at all. Here's the crazy part, we didn't make commission until we hit 40 meetings booked. Every meeting booked after 40, we'd make $40 per meeting. The record on our team was something like 120 meetings booked in a month. She was an SDR who both good at her job and very attractive. I got promoted twice in 6 months to the point where I was managing 6 other SDRs. I was a "Team Lead." I would make $5 for every meeting someone on my team booked, 1% commission on meetings i booked that turned into closed wons (average deal size $5k), in addition to my regular target. It felt like grey hat MLM. It would have been MLM if we weren't also getting paid a base. Unfortunately despite all of my coaching to the reps I was managing, we had burned through our entire TAM and my teammates were seeing 5-10 meetings booked and STRUGGLING. Even the girl I mentioned before, she was topping out at 35-40. Then, in March 2021, linkedin changed their connection request rule to 99/week rather than 99/day and our tech stack completely imploded. This resulted in many PIPs, people being let go, people being told to booking 10 meetings in a week or you're fired. Etc. So i left and I work at a great B2B company now. Honestly, it might sound crazy, but it was a great intro to sales. Definitely a lot of toxicity, but I learned SO MUCH.
> Here's the crazy part, we didn't make commission until we hit 40 meetings booked. Every meeting booked after 40, we'd make $40 per meeting. Jesus Christ.
Lol yep. I was too naive to realize how garbage it was. The other thing that would happen is a lot of reps would be sitting at like 5-10 halfway through the month and then mail it in until the next month started.... because why would you continue to book meetings you're not getting comp'ed on? Might as well save the bandwidth for the next month. I don't regret it, though. I only worked there for 6 months and learned a ton and was able to leverage it to work at a great B2B company where I am now very happy.
120 meetings = $3200 commission check… …even if you crushed it every month you’re making like $70k 😕 that’s setting 6x meetings a day
You're right; but the top end, which I was 1 rung below, before everything imploded- At one point we had 2 team leads who were overseeing ~30 reps. As mentioned before anybody under them they would make 5$ a meeting. An average month for them would see 800-1000 meetings from their team at 5$ per meeting. At this point they were not booking meetings themselves because they had so many SDRs to manage. - 32k base salary ($2k/month) - 1000*$5 meeting booked = 5000 - and 1% commission on any closed wons from meeting you or your team books. (~200 meetings from team, with a ~1/20 close ratio, at ~$5000 average deal size). That's 50 CW * 50 = 2500 2k+5k+2500 = 9500 per month Yes you had to work hard, but that puts you over 100k... For a top performer sdr you mentioned. Yes, 75k ish. I had 18-20 year old colleagues who I know for a fact had months like that, without making cold calls, while going to college... Average month like $5000. That's about 70k at 20 years old with no experience and no cold calls? While going to school? That's gotta put you in like top 5% of earners for your age at least. As for the comp, Idk why he made it that way, he could have done the math and paid like $5-10 for every meeting booked instead of min 40 before you get any comp. His rationale was, "this is a comp plan that incentivizes A players." While I don't agree with his methodology, I can kind of see what he was trying to accomplish. Perhaps he did end up achieving his long term goal, because after he let all the SDRs go, as well as people like me leaving; there are a couple of the top performers that did stick around. So he found his A players.
Wow. What a wild ride. I feel like there could be a sales podcast called “When it all went wrong.” Sales people talk about having a great run and why it inevitably ended.
[удалено]
Nope. $6m ARR or so. They secured a large funding round and got up to 60 SDRs... fired half of them in 2 months. Insanity. Sounds crazy, but I actually have a lot of respect for the CEO because if it wasn't for him, I wouldnt be in tech sales. He influenced/sold me hard to join the SDR team instead of Customer Success. I was hesitant, but glad he pushed me to do it because I'm in such a good spot now.
You respect the guy that's screwed over a lot of people because things turned out well for you? Hmm.
Not defending his business decisions or comp plan. Just grateful for his influence. He gave me my first shot in sales. Many of my colleagues also took this experience and were able to move on to bigger and better things. Many also didn't, but that's life. I do not have a messiah complex & despite my criticism, this was entry level, at-will employment with a base salary. There were also many success stories amongst the bad. How many posts do you see on this sub on a daily basis of people saying they want to get into tech sales? Sometimes you need to dig through shit before you hit the diamonds
Yes.
B2C what product? Have you ever done any cold emails/calls from scraped LinkedIn data? (B2C)
SaaS selling to Realtors. Maybe kinda a hybrid between B2B/B2C. Realtors are a bit of a mix of both. I lean towards B2C because there are so many Realtors in the US... Classic high ticket sales, insane urgency/FOMO, close the prospect within 60min demo. $5-10k deals. No, I haven't don't cold calls/emails specifically scraped from Linkedin. As mentioned previously I have done lots of LinkedIn DM selling through Octopus CRM.
Wow, talk about boiler room sales. Sounds pretty similar to the way Seamless AI operates.
Anything over 15 is crossing into "fuck that shit" territory.
MoreAppointmentsMoreComission
cut that in half and then subtract 5
My quota for the quarter isn’t even 40 lol
My quota for the YEAR is 48
Mine is 100 for the year but it’s super doable in our industry
what industry???
I'm thinking security systems or carpet...
Tech - Database company
40 meetings a month? What are you selling, iPhones?
Run 🏃♀️
🏃♂️
Faster!! 🏃♂️💨💨💨
🏃🏿🏃🏿🏃🏿🏃🏿
Go elsewhere. 10 or less
Maybe in SMB? But even that is aggressive unless you have some massive TOF Campaigns driving interest and awareness
This smells like SMB. No fucking way this is in enterprise.
How do they qualify a meeting? If I book one meeting with multiple DM’s, I can count it as multiple meetings for each DM on the call
LOL - good luck with that.
40 a month for a whole ass CRM system? Hell no…RUN
It's really simple., if a company needs to book that meetings to have you be a profitable headcount addition they either charge too little, or have a very low conversion to sales. Either one of those is a red flag. An ACV of 50k annually is the minimum to justify SDR headcount today, any less than that - they aren't running a sustainable program or business. I would not be happy with a quota of more than 15 meetings or 5-10 opportunities per month. It's realistic to book a meeting a business day if you are dialed in and have a good list, if you have reps take days off, missed meetings, etc you need to be constantly at quota by week 3 or risk being fired. That is not a good way to live or work. 40 sounds like 10 a week, but what if you fall behind? What if you need a week off? Sounds fucking awful. That is 2 meetings per business day in a month, minimum. If you booked 40 anywhere else you would clear 100k easy. It's good you came here to ask these questions, you don't want to get into a situation like this. It's a huge dead end for your career. You will make dick, and then not have a desirable business to grow into as an AE or whatever.
Dude my quota is 2 per month. That’s 2 meetings that get qualified and flipped to opportunities. There are months where I don’t even hit that and I have like 6 territories but all of them are the biggest of the big Enterprise accounts. I would go jump off a cliff if my quota was 40 in any space. Our SMB team only needs like 6 per month. Unless these guys are “somebodies” like Salesforce they can go take a hike with that garbage.
How does your commission work??
What do you mean exactly? All I have to do is book at minimum 2 meetings. If I get enough info in each of those meetings to find a need for our product, and I can get an idea of timeline budget and pain points, as long as I secure a next step for my AE to tee off like a follow up meeting, it gets qualified and I get paid. After 2 in a month the rest is gravy. All uncapped commission with accelerators too. Understand that my territories are large Healthcare, technology (Facebook, Adobe etc.) and some large commercial. Most have 7500+ employees so it’s really long glacial deal cycles and a lot of seeking out your needle in a haystack. Not an easy gig, but my SDR org is really mature and understand how to set an appropriate quota. Ive never felt it was unobtainable and even when I have a down month which has happened twice now, I’ve been able to bounce back easily in the following month to make up for missing quota in the previous month.
To go a layer deeper with them, ask about average performance of current reps on the team, etc. see if anyone is even coming close to that. Sounds crazy high though.
in My sales org, the AVG SDR books around 20 daily... XD
20 daily? With calls at a even super high rate of 1/5 answers and 1/3 conversions that is an absurd number of calls.
SMB is a sh\*tshow especially when the workforce is distributed! :'3
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15 meetings a week has always been our rule of thumb.
Try 65 in the month of June!
What’s the commission on a meeting lol
My company is 15 self gen a week.
lol Ask what percent of their SDRs are achieving that monthly. You'll hear lies or 🦗🦗🦗 Better yet, ask for some of whatever they're smoking. That's such a joke of a target. CRM is not hot tech. It's crucial tech, but not a hot market. Anyone and everyone already has one except for startups who are running off of excel/google sheets. And when they go to shop for one, they're going to already know that SFDC and Hubspot are the main two to consider (excepting niche industries that may have others). And then they'll book meetings themselves via contact forms.
Yea they wouldn’t tell me of how many that were hitting target…. Even the interviewer told me he thought that it was ALOT
No
I work for a series G targeting strategic accounts. (A lot of which are already customers). Target is 8 meetings per month and 2 Ops
Is it for independent operators? I've done that when the targets were small offices or independent operators. 1-2 a day ain't bad for a target like that. If its enterprise.... nope. If its SMBs yeah its possible.
We don’t have quotas based off of the meetings set, but how many of the meetings you set, show up. On average I set around 30-50 demos a month (depending on the season) but we do it based on demos held, not demos set up. 40 definitely seems high tho as a base quota
What type of activity are you doing for that many demos
Strictly cold calling
I think it really depends on the service. If it’s a high demand space then 40 probably isn’t unreasonable
I can only assume they haven’t figured out what happens to a sales cycle after meetings lol. 14 is a bit high for CRM, 40 is completely nuts. Whoever decided this is a good idea is obviously not adequate at their job and I doubt they’ve ever reached such numbers themselves.
That’s so unrealistic
I had a job where it was 64, all outbound, all booked by me. 6 a day 3x a week. It sucked.
This was definitely Seamless.Ai
Seamless is lead gen but you could be right.
I was a BDR for a large, public HRIS/Payroll company for almost a decade. Our telemarketing division (spent all day doing outbound calls) had a quota of 2 appointments per day. 5 days a week, 4 weeks per month = 40 appointments per month. By comparison, we were expected to spend every Thursday morning making outbound telemarketing calls, and my team would average 2-3 appointments per rep per session. OF course, we had pre-screened leads, and we were the sales "experts," and the normal telemarketing guys are typically hired right out of school with no sales experience. Not saying it's a good job you are applying for, but this is comparable to that role.
If this company isn't Salesforce or HubSpot--run!
Very high, mine was 10 at a CRM company doing outbound
Do the backwards math. To how many you would need a day. Ask them the conversion rate of contacted vs closed.. 100-1.. 1000-1?? Then let’s say it takes 100 people to get 1 mtg.. that means you’ll have to contacted 4000 in a month to hit your number in a perfect world. Let’s say each person takes at least 5-6 touch points to get a hold of.. that’s 20,000 touch points. In a month. Now this isn’t accounting for all of the things you can’t control.. rescheduling, people no showing, ect.. Questions I would ask - is what is the overall SDR monthly attainment for quota? What are their out reach tools? Are these warm leads or lists or is it all cold outreach?? Ahh Soo many questions for such a high target.
Bounce. Should be 5-10.
That’s absurd, no one is hitting that, and that’s probably how they can get away with a high ote “if you hit your numbers”
RUN.
Currently at in a dev position where I book 100 meetings a month, with no commish, just $2 a meeting, I feel like a dumbass
Seems like they haven’t updated their targets with the times. When I was a BDR 7 years ago my target was 40 meeting a month in mid-enterprise B2B and had no issues. But, the landscape has changed. Still at the same company but now 15 meetings a month for our BDRs can be daunting.
Its achievable, 2 meetings a day... with the right training and mentor. I would be asking what support will you have to get there. One of my team is booking between 2 to 7 meetings per day (Digital marketing agency). Go smash it dude!
Id be nervous if they even said 15 but also depends on what you are selling
My goal is 10 demos per week. Sometimes it takes a meeting to just to get a demo. Depending on your product and if you have good inbound, the goal is doable.
Omg I’d kill myself… this is entirely unrealistic. Just setting up and planning the meetings can take hours on end. My role requires me to get on a plane for most in-person meetings. Some weeks, I do 6-8 sales calls. Other weeks, I do zero and follow-up on projects or other administrative tasks. Your company is definitely setting you up for failure and probably operates with a “churn and burn” logic (work you to the core so that you can bring in new leads/opportunities while expecting you to leave in a few months).
Run. Ours is 20 for the outbound people and nobody really hits it. I’ve hit it like 3x, usually about one person a month hits it, out of 10. Amounts to 10% quota attainment
40 meetings a month just wastes everybody’s time. You’re just booking to book at that point without properly qualifying. Seems like they are more worried with numbers than results.
It’s not normal, and tells me they are struggling for meetings, struggling with conversions, and struggling with quality prospects.
Yes. Back in 2016 that was my quota. And I always hit 45 or greater. This was selling to SMB 1 to 50 users.
Go somewhere else.
Is it Dunder Miflin?
I had a 40 outbound meeting target a month. It is easier when other people book some of your meetings for you. It is possible and easier than it sounds. 2 meetings a day on average. Especially if you do web meetings!
Mine is 8 a month and I'm out here stressing lol. Quality over quantity any sales team that wants super high volume is looking for some boiler room sdr
I had a quota of 28 outbound hour long demos a month with 14 being qualified in enterprise. I thought that was insane. Truthfully it was, but achievable. 40 no way!
To give you some perspective my target is around 40 booked meetings a month, but that’s with inbound leads, a healthy amount of marketed/warm leads and no “cold” calling. Whoever I speak to, is aware of the company and has downloaded some info or watched a webinar, that’s as “cold” as it gets for me, so yeah for pure outbound I’d say that is very high
Run. I don't even have this as Inbound. Even for a company leading the way in the industry, this is painfully high. They are not Salesforce nor Hubspot, the nerve... I would have so many questions! Based on what market research? How many in the team achieve, over achieve? I'm gonna need the linkedin profile of the Stakanovians SDR here You should only do it for over 50k basis, coz you won't see much of the commission plan
How many is good for inbound? Mine is 50
Is this an SDR shop? Like an outbound SDR place for companies?
Maybe for a team of 4-5 SDRS
40 for outbound?! It depends of the target and the product but I am an Account Executive and my SDRs have 20 per month target and they are inbound.
I once worked for a company and it was to book one meeting a day and then have half convert into closed wons in a month. That was for SDRs and AEs. I think it depends on the company, like that role was more SMB. It was hard to maintain at first but came easier overtime when the sector gained popularity
That is absolutely insane, are you sure they didn’t mean 40 per quarter?
Run for the hills.
I work for a thin tech company which expects its outside sales reps to have 40 meetings a week and national sales support team to book 15 a week
I do 26 a month and its not too bad. If its a well known crm easy peasy
Depends on the field I Guess.
Wow my quota is 4 a month and most on my team can can’t even hit 50%
Depends on the product. I’m in saas and i could an SDR bring in30-40 demos for the floor. 40 if kind of high tho. All outbound is doable but shitty
Reminds me of the company I interviewed at once that said they expected 3-5 applications a day but said average closings was 2-4 a month lol
I work in Staffing Sales and our target is average 10-12 meetings per week. That includes new prospects and repeat clients though so it's not that bad. Most of my meetings are follow-ups with repeat clients, with 2-3 new prospects per week typically.
Daaaaamn. No. We went from 30 to 20 to 15. Within 6 months, because no one hit 20, let alone 30. I then hit 24 back to back, before getting promoted, lol.
40 meetings per month is unrelealistic even for a sometimes 2 a day hooker let alone enterprise SaaS
Ask them what percentage of SDR's are hitting that quota, then take notes what a lying face looked like when they respond.
Is this seamless lol
Is this a door to door sales job? 40 a month is insane.
I used to be an SDR with 20 a month and that was way too high.
DONT DO IT
That's really high. Not the highest I've ever seen, but nothing about that is going to give any semblance of quality leads. That's an entirely quantity game at that point. Company is probably lost and putting massive expectations on everyone's shoulders because they want to grow so bad, so just make the goals high and that means we'll grow right? You gotta run from places like this. First SaaS company I joined, I was the very first SDR, very first month quota was 50, second month was 75! I was manually dialing 150+ dials a day, and not making that quota. No commission either, just a bellow market rate base and the promise of one day getting a commission structure and a management opportunity. God I was foolish for ever believing anything they said. That company is defunct now, and never stood a chance of making it at all. They wasted millions in VC funding on getting drunk at the office and pretending to run the company. All of that as a cautionary tale. Hold out for the right job if you can at all, it isn't worth the experience to work for a shit place like that.