The Revenue Formula Your guide to getting AEs to self-prospect (finally)
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Mar 25, 2025 Account Executives often resist self-prospecting, but there are fun and effective ways to change that. The podcast explores the role of AI in sales and discusses overcoming the challenges of self-prospecting. Motivational incentives emerge as key, from visual cues to big commission strategies. Team dynamics also play a crucial role in encouraging collaboration between AEs and SDRs. With the right support and engaging incentives, self-prospecting can transform sales performance and drive higher-value deals.
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AI Won’t Replace Full Sales Human Work
- AI hype promised SDR replacement but hasn’t delivered; full sales cycles still need humans.
- Mikkel Plaehn and Toni Hohlbein agree AI reduces some work but won’t eliminate SDR/AE roles yet.
Pay A Premium For Self‑Sourced Deals
- Increase commission rates for self-sourced deals to motivate AEs.
- Offer larger quota relief for self-sourced deals as an alternative incentive.
Reward Pipeline, Not Only Closed Deals
- Incentivize pipeline generation, not just closed deals, with bonuses for hitting self-gen targets.
- Use tiered payouts (e.g., $5k for 30%, $15k for 50%) to drive repeat behavior.