Hi Scott,
We use HubSpot as our CRM. We build our commission reports using the Lifecycle Stages of our contacts and Activity of our reps. This pushes the BDR team to keep their accounts up to date and accurate to ensure that they are getting paid correctly.
For context we are a B2B SaaS company selling into enterprise accounts in the Medical Device industry.
We pay our reps:
$25 per person for every meeting set and held (the contact has to fit our ICP). We push our reps to get additional individuals on the call.
$100 for every deal that makes it through stage 3 of our sales pipeline.
One additional note:
Our sales leader strongly supports commissions and approves reports quickly, often without a deep review. To add an extra layer of accountability, I conduct a final payout review with our head of finance to ensure commissions align with our standards. We’re careful not to overstep our sales leader, but this process helps maintain integrity in our payouts.
