Outbound Kitchen - B2B Sales Podcast OK12: How to build an effective SDR Comp Plan for 2025: Point-Based System and Innovative Spiffs - Anastasia Chihai, Sr. Director, Sales Development at Upland
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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
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.
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Who is Anastasia Chihai?
Sr. Director, Sales Development at Upland
Founder, ATX SDR Leaders
Connect with Anastasia:
- On LinkedIn https://www.linkedin.com/in/anastasia-chihai/
More context about the Upland sales team:
- Markets: NA, and EMEA
- Segment: 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
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Chapters:
(00:00) Introduction: SDR Compensation Plans
(00:54) Why Revamp the Comp Plan
(05:59) New Point-Based Comp System
(06:38) Implementing the New Model
(19:07) Focusing on Quality and Quantity
(22:07 Gaining Approval from Leadership
(30:37) Short-Term Incentives: SPIFFs
(31:46) The Impact of Short-Term SPFs
(32:19) Planning for December's SPIFFS
(32:51) November's Bingo Card Success
(33:37) December's Personalized Stickers
(36:28) Strategies for Monthly SPIFFS
(40:05) Lessons from Failed SPIFFs
(42:49) The Spinning Wheel Initiative
(50:45) Balancing Inbound and Outbound Quotas