Unlocking Success: Paying SDRs for Quality First Meetings with Snowflake's VP Outbound

Name: Unlocking Success: Paying SDRs for Quality First Meetings with Snowflake's VP Outbound
Uploaded: 2023-08-29T14:30:05+00:00
Duration: 53 s
Channel: Jason M. Lemkin
Description: Snowflake's VP of Outbound pays SDRs only for high-quality first meetings with companies in the TAM and matching 5-10 target personas. Sales reps handle…

29 Aug 2023 · 1 min

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Snowflake's VP of Outbound pays SDRs only for high-quality first meetings with companies in the TAM and matching 5-10 target personas. Sales reps handle qualification after that. Most compensation ties to meeting execution, with a small portion tied to pipeline progression.

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They can control the quality of the qualification information. That is the job of a sales rep. Do not pay your SDRs to try to get anything beyond that first meeting. Again, if that first meeting is a target company that you have asked them to get into, into a list of 5 or 10 personas that are legitimate that we want to get in front of, and they do it, Pay them. Pay them on meetings delivered and executed. That's the only metric we pay on it. Maybe we pay them a little bit more, or we take part of their compensation away from the meeting and tack it on to whether or not it progresses. Pay them for that value. But if it executes and it's into an account that's in your TAM against a target persona, you pay them all day long. That was a long answer.