diff --git a/nuxt/content/handbook/marketing/sdr.md b/nuxt/content/handbook/marketing/sdr.md index 8fad5a6324..73105a302f 100644 --- a/nuxt/content/handbook/marketing/sdr.md +++ b/nuxt/content/handbook/marketing/sdr.md @@ -5,36 +5,35 @@ title: "Sales Development Representative (SDR)" # Sales Development Representative (SDR) The SDR works leads — inbound and outbound — toward a booked meeting. The role -sits organizationally within the Marketing department, reflecting how closely -SDR output (booked meetings) depends on marketing's lead generation and -activation work. See the -[SDR job description](/handbook/peopleops/job-descriptions/sales-development-representative/) +sits organizationally within the Marketing department, as the SDR output +(meetings attended and qualified) depends on marketing's lead generation and +activation work. See the [SDR job description](/handbook/peopleops/job-descriptions/sales-development-representative/) for the full role definition. ## Bonus Structure -The SDR is compensated under a quarterly bonus plan tied to a single goal: -booking `First Meetings`. Note that specific targets are subject to review at -the start of each fiscal year or quarter. +The SDR is compensated under a monthly bonus plan tied to a single goal: +`First Meetings`, defined as **meetings attended and qualified**. Note that +specific targets are subject to review at the start of each month. -- First Meetings Booked: Measured against a quarterly goal. -**_Note: overachieving the goal comes with a proportional upside bonus._** - -### First Meetings Bonus Formula - -The bonus is calculated on a linear scale between the baseline and goal: +Each qualifying First Meeting in the month earns a per-meeting bonus that +increases with the SDR's running meeting count for that month, up to a cap: Variables -- $X$: Achievement (Actual First Meetings booked) -- $Y$: Baseline (The minimum First Meetings threshold before any payout) -- $G$: Goal (The target First Meetings for a standard 100% bonus payout) -- $B_{\text{target}}$: Target Bonus (The dollar amount paid if the SDR exactly hits goal $G$) +- $n$: the sequence number of the meeting within the month (1 for the + SDR's first qualifying meeting that month, 2 for the second, and so on) +- $B(n)$: the bonus earned for that meeting -**Formula** +### Formula $$ -\text{Bonus} = \max \left( 0, B_{\text{target}} \times \frac{X - Y}{G - Y} \right) +B(n) = \min(38.18 \times n, 500) $$ +The monthly bonus is the sum of $B(n)$ over all qualifying meetings in the +month. For example, 10 First Meetings in a month earn +$\sum_{n=1}^{10} B(n) \approx \$2{,}100$. Once $n$ reaches 14 ($38.18 \times 14 +> 500$), each further meeting is capped at $500. + For payout timelines and submission requirements, see [Processing non-commission Bonuses](/handbook/operations/commission-payment/#processing-non-commission-bonuses). diff --git a/nuxt/content/handbook/sales/meetings/discovery.md b/nuxt/content/handbook/sales/meetings/discovery.md index f8857b00d5..49db4ede31 100644 --- a/nuxt/content/handbook/sales/meetings/discovery.md +++ b/nuxt/content/handbook/sales/meetings/discovery.md @@ -32,3 +32,8 @@ runs (see the [Customer Adoption Maturity Model](https://docs.google.com/documen The next step depends on the outcome of the call, but usually results in a more technical discussion, a product [Demo](/handbook/sales/meetings/demo/), or sending relevant content to follow up on at an appropriate time in the future. + +Before moving on, complete the +[Post-meeting HubSpot updates](/handbook/sales/meetings/#post-meeting-hubspot-updates) — +logging the call, updating lead status, and answering the MQL-to-SQL +qualifying questions if this call qualifies the prospect. diff --git a/nuxt/content/handbook/sales/meetings/index.md b/nuxt/content/handbook/sales/meetings/index.md index ca92de2548..434846d101 100644 --- a/nuxt/content/handbook/sales/meetings/index.md +++ b/nuxt/content/handbook/sales/meetings/index.md @@ -34,6 +34,30 @@ the specific apps, success criteria and plan that will be proven. To validate the solution to the problem the customer is experiencing, FlowFuse will aid in a [PoV](/handbook/sales/meetings/pov/). +## Post-meeting HubSpot updates + +Every sales call must be reflected in HubSpot before you move on to the next +task — the pipeline, forecast, and compensation calculations (e.g. the SDR +[First Meetings Bonus Formula](/handbook/marketing/sdr/#first-meetings-bonus-formula), +which counts meetings attended and qualified, not merely booked) all depend on +records being current, not on what happened in the call itself. + +After each meeting: + +- Log the meeting/call activity against the contact, and mark whether the + prospect actually attended and was qualified — a booked-but-no-show or + disqualified meeting should not read as a completed one. +- Update `Lead status` and, where applicable, lifecycle stage per the + definitions in [HubSpot: Lead Status](/handbook/sales/hubspot/#lead-status). +- If the meeting qualifies the prospect from MQL to SQL, answer the + [MQL-to-SQL qualifying questions](/handbook/sales/hubspot/#from-mql-to-sql-qualifying-questions) + and open the deal, per [Deal Management](/handbook/sales/hubspot/#deal-management). +- For an existing deal, update the deal stage, amount fields, and close date + to reflect what you learned, per + [Deal Amount Fields](/handbook/sales/hubspot/#deal-amount-fields). +- Add a short note summarizing outcome and next steps — link the Fathom + recording/summary if one exists (see below). + ## Using Fathom Notetaker Fathom Notetaker is an AI-powered tool we use to record, transcribe, and summarize meetings efficiently. This guide will help beginners get started with Fathom, ensuring you can focus on collaboration rather than manual note-taking.