[{"data":1,"prerenderedAt":1847},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fmarketing\u002Fsdr\u002F":3,"handbook-nav":974},{"id":4,"title":5,"body":6,"description":966,"extension":967,"meta":968,"navigation":969,"path":970,"seo":971,"stem":972,"__hash__":973},"handbook\u002Fhandbook\u002Fmarketing\u002Fsdr.md","Sales Development Representative (SDR)",{"type":7,"value":8,"toc":951},"minimark",[9,13,23,28,41,47,50,287,292,705,810,818,823,834,839,842,845,850,853,861,864,872,875,893,897,902,916,919,924,929,934,937,942],[10,11,5],"h1",{"id":12},"sales-development-representative-sdr",[14,15,16,17,22],"p",{},"The SDR works leads — inbound and outbound — toward a booked meeting. The role\nsits organizationally within the Marketing department, as the SDR output\n(meetings attended and qualified) depends on marketing's lead generation and\nactivation work. See the ",[18,19,21],"a",{"href":20},"\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative\u002F","SDR job description","\nfor the full role definition.",[24,25,27],"h2",{"id":26},"bonus-structure","Bonus Structure",[14,29,30,31,35,36,40],{},"The SDR is compensated under a monthly bonus plan tied to a single goal:\n",[32,33,34],"code",{},"First Meetings",", defined as ",[37,38,39],"strong",{},"meetings attended and qualified",". Note that\nspecific targets are subject to review at the start of each month.",[14,42,43,44],{},"Each qualifying First Meeting in the month earns a per-meeting bonus that\nincreases with the SDR's running meeting count for that month, up to a cap.\n",[37,45,46],{},"This formula applies from October 2026 onwards.",[14,48,49],{},"Variables",[51,52,53,103,158,192,225],"ul",{},[54,55,56,102],"li",{},[57,58,61,83],"span",{"className":59},[60],"katex",[57,62,65],{"className":63},[64],"katex-mathml",[66,67,69],"math",{"xmlns":68},"http:\u002F\u002Fwww.w3.org\u002F1998\u002FMath\u002FMathML",[70,71,72,79],"semantics",{},[73,74,75],"mrow",{},[76,77,78],"mi",{},"n",[80,81,78],"annotation",{"encoding":82},"application\u002Fx-tex",[57,84,88],{"className":85,"ariaHidden":87},[86],"katex-html","true",[57,89,92,97],{"className":90},[91],"base",[57,93],{"className":94,"style":96},[95],"strut","height:0.4306em;",[57,98,78],{"className":99},[100,101],"mord","mathnormal",": the sequence number of the meeting within the month (1 for the\nSDR's first qualifying meeting that month, 2 for the second, and so on)",[54,104,105,157],{},[57,106,108,133],{"className":107},[60],[57,109,111],{"className":110},[64],[66,112,113],{"xmlns":68},[70,114,115,130],{},[73,116,117,120,125,127],{},[76,118,119],{},"b",[121,122,124],"mo",{"stretchy":123},"false","(",[76,126,78],{},[121,128,129],{"stretchy":123},")",[80,131,132],{"encoding":82},"b(n)",[57,134,136],{"className":135,"ariaHidden":87},[86],[57,137,139,143,146,150,153],{"className":138},[91],[57,140],{"className":141,"style":142},[95],"height:1em;vertical-align:-0.25em;",[57,144,119],{"className":145},[100,101],[57,147,124],{"className":148},[149],"mopen",[57,151,78],{"className":152},[100,101],[57,154,129],{"className":155},[156],"mclose",": the bonus earned for that meeting",[54,159,160,191],{},[57,161,163,177],{"className":162},[60],[57,164,166],{"className":165},[64],[66,167,168],{"xmlns":68},[70,169,170,175],{},[73,171,172],{},[76,173,174],{},"C",[80,176,174],{"encoding":82},[57,178,180],{"className":179,"ariaHidden":87},[86],[57,181,183,187],{"className":182},[91],[57,184],{"className":185,"style":186},[95],"height:0.6833em;",[57,188,174],{"className":189,"style":190},[100,101],"margin-right:0.0715em;",": Cap (the maximum bonus payable for a single meeting)",[54,193,194,224],{},[57,195,197,211],{"className":196},[60],[57,198,200],{"className":199},[64],[66,201,202],{"xmlns":68},[70,203,204,209],{},[73,205,206],{},[76,207,208],{},"B",[80,210,208],{"encoding":82},[57,212,214],{"className":213,"ariaHidden":87},[86],[57,215,217,220],{"className":216},[91],[57,218],{"className":219,"style":186},[95],[57,221,208],{"className":222,"style":223},[100,101],"margin-right:0.0502em;",": Bonus (the full bonus earned for hitting quota)",[54,226,227,257,258,286],{},[57,228,230,244],{"className":229},[60],[57,231,233],{"className":232},[64],[66,234,235],{"xmlns":68},[70,236,237,242],{},[73,238,239],{},[76,240,241],{},"M",[80,243,241],{"encoding":82},[57,245,247],{"className":246,"ariaHidden":87},[86],[57,248,250,253],{"className":249},[91],[57,251],{"className":252,"style":186},[95],[57,254,241],{"className":255,"style":256},[100,101],"margin-right:0.109em;",": Meetings to full bonus (the number of meetings required to earn ",[57,259,261,274],{"className":260},[60],[57,262,264],{"className":263},[64],[66,265,266],{"xmlns":68},[70,267,268,272],{},[73,269,270],{},[76,271,208],{},[80,273,208],{"encoding":82},[57,275,277],{"className":276,"ariaHidden":87},[86],[57,278,280,283],{"className":279},[91],[57,281],{"className":282,"style":186},[95],[57,284,208],{"className":285,"style":223},[100,101],",\ni.e. quota)",[288,289,291],"h3",{"id":290},"first-meetings-bonus-formula","First Meetings Bonus 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monthly bonus is the sum of ",[57,709,711,730],{"className":710},[60],[57,712,714],{"className":713},[64],[66,715,716],{"xmlns":68},[70,717,718,728],{},[73,719,720,722,724,726],{},[76,721,119],{},[121,723,124],{"stretchy":123},[76,725,78],{},[121,727,129],{"stretchy":123},[80,729,132],{"encoding":82},[57,731,733],{"className":732,"ariaHidden":87},[86],[57,734,736,739,742,745,748],{"className":735},[91],[57,737],{"className":738,"style":142},[95],[57,740,119],{"className":741},[100,101],[57,743,124],{"className":744},[149],[57,746,78],{"className":747},[100,101],[57,749,129],{"className":750},[156]," over all qualifying meetings in the\nmonth. The per-meeting bonus ramps up exponentially with each additional\nmeeting until it reaches the cap ",[57,753,755,768],{"className":754},[60],[57,756,758],{"className":757},[64],[66,759,760],{"xmlns":68},[70,761,762,766],{},[73,763,764],{},[76,765,174],{},[80,767,174],{"encoding":82},[57,769,771],{"className":770,"ariaHidden":87},[86],[57,772,774,777],{"className":773},[91],[57,775],{"className":776,"style":186},[95],[57,778,174],{"className":779,"style":190},[100,101]," at the ",[57,782,784,797],{"className":783},[60],[57,785,787],{"className":786},[64],[66,788,789],{"xmlns":68},[70,790,791,795],{},[73,792,793],{},[76,794,241],{},[80,796,241],{"encoding":82},[57,798,800],{"className":799,"ariaHidden":87},[86],[57,801,803,806],{"className":802},[91],[57,804],{"className":805,"style":186},[95],[57,807,241],{"className":808,"style":256},[100,101],"-th meeting, after which every\nfurther meeting is paid at the cap.",[14,811,812,813,817],{},"For payout timelines and submission requirements, see\n",[18,814,816],{"href":815},"\u002Fhandbook\u002Foperations\u002Fcommission-payment\u002F#processing-non-commission-bonuses","Processing non-commission Bonuses",".",[819,820,822],"h4",{"id":821},"crm-hygiene","CRM Hygiene",[14,824,825,826,829,830,833],{},"The SDR is responsible for keeping lifecycle stage and lead status current in\nHubSpot based on the outcome of each call. Lifecycle stage will be set to\n",[32,827,828],{},"Disqualified"," and lead status will be set to ",[32,831,832],{},"Unqualified"," for all contacts\nthat have no business relevance.",[835,836,838],"h5",{"id":837},"call-outcomes-and-definitions","Call Outcomes and Definitions",[14,840,841],{},"When you log a call, pick the outcome that best matches what happened. Using the same definitions across the team keeps our reporting accurate.",[14,843,844],{},"-Busy: The prospect answered but couldn't talk. They asked you to call back or said something like \"I can't talk right now\" or \"It's a bad time.\"\n-Connected: The prospect you were trying to reach answered and talked with you. They answered at least basic questions, and you gathered some information.\n-Left Live Message: You left a message with someone other than the prospect.\n-Left Voicemail: You recorded and left a voicemail for the prospect.\n-Meeting Booked: you connected with the prospect, and they booked a meeting with an AE.\n-No Answer: The prospect didn't answer, and you didn't leave a message.\n-wrong Number: The number doesn't belong to the assigned contact.",[14,846,847],{},[37,848,849],{},"Examples",[14,851,852],{},"Left Live Message",[51,854,855,858],{},[54,856,857],{},"You call for Paul, Tom answers, and Tom offers to take a message for Paul.",[54,859,860],{},"A gatekeeper answers, and you leave a message with them about why you're calling.",[14,862,863],{},"Wrong Number",[51,865,866,869],{},[54,867,868],{},"You call for Paul but reach someone else's direct line.",[54,870,871],{},"You call for PepsiCo but reach a local bottling plant instead.",[14,873,874],{},"Tips",[51,876,877,884,890],{},[54,878,879,880,883],{},"Connected vs. Meeting Booked: If the prospect booked a meeting with an AE, log it as ",[37,881,882],{},"Meeting Booked",", even though you also connected.",[54,885,886,887,817],{},"Busy vs. Connected: If the prospect picked up but couldn't talk and you didn't gather any information, log it as ",[37,888,889],{},"Busy",[54,891,892],{},"Left Live Message vs. Left Voicemail: Use Left Live Message** when you spoke to a real person. Use Left Voicemail when you recorded a message.",[835,894,896],{"id":895},"sdr-focus-areas","SDR Focus Areas",[14,898,899],{},[37,900,901],{},"Warm outreach:",[51,903,904,907,910,913],{},[54,905,906],{},"Webinar follow-up",[54,908,909],{},"Free trials that didn't convert",[54,911,912],{},"Tradeshow follow-up",[54,914,915],{},"Case study downloads",[14,917,918],{},"The SDR does not respond to \"Book a Demo\" form submissions — these are routed\ndirectly to the AE.",[14,920,921],{},[37,922,923],{},"Cold outbound:",[51,925,926],{},[54,927,928],{},"Cold calling",[930,931,933],"h6",{"id":932},"sdr-credit","SDR Credit",[14,935,936],{},"The SDR has a 45-day protection window, which grants sourcing credit if a lead\nthey worked re-enters the sales funnel through another method within that\nwindow.",[14,938,939],{},[37,940,941],{},"Examples:",[943,944,945,948],"ol",{},[54,946,947],{},"An SDR follows up on a webinar lead, and that lead submits a \"Book a Demo\"\nform within 45 days.",[54,949,950],{},"An SDR calls a cold lead, and that lead submits a \"Book a Demo\" form within\n45 days.",{"title":952,"searchDepth":953,"depth":953,"links":954},"",4,[955],{"id":26,"depth":956,"text":27,"children":957},2,[958],{"id":290,"depth":959,"text":291,"children":960},3,[961],{"id":821,"depth":953,"text":822,"children":962},[963,965],{"id":837,"depth":964,"text":838},5,{"id":895,"depth":964,"text":896},"The SDR works leads — inbound and outbound — toward a booked meeting. 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