SDR Plans are complementary to Sales Commission Plans (I have one of those coming next week).

The Goal: Drive the right behavior / activity. In the case of the SDR, we want them to make quality appointments with the right people at the right companies.

Tactic: Incentivize SDR’s on what they can control:

• Call the right people at the right companies
• Set meetings that actually occur 
• Exceed Benchmarks for number of proposals sent

This spreadsheet has a lot of “quirks” included for specific reasons (caps on variables, etc). If you would like to know why, or if you would like to know what quirks I would build into yours, let me know. 

Link to the tool is here