Snowflake's VP Outbound explains why SDRs should be paid for quality first meetings with target accounts and personas, not for what happens after. Skip downstream outcomes and focus compensation on meeting delivery and execution.
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 five 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 onto 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 the target Persona, you pay them all day long. That was a long answer.
