How to Pay SDRs in Your MSP (Without Going Broke)

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Hey, I’m Ray Green. I’m a strategic growth specialist for B2B companies.

Since this is social media and anyone can claim anything, here’s a quick rundown of my background:

Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where I doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.

Former CEO operator for several investor groups where I led turnarounds of recently acquired small businesses.

Founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com

Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.

Founder of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com

I explain how to create an effective compensation plan for Sales Development Representatives (SDRs) in Managed Service Provider businesses.

I walk through a three-step process for building a comp plan that maximizes ROI while avoiding issues like high turnover and underperformance, complete with practical examples and a downloadable template.

Chapters:

00:00 - Introduction to Hiring Sales Representatives

01:11 - Importance of a Comp Plan

03:23 - Steps to Build a Comp Plan

07:39 - Salary Split and Incentives

09:12 - Setting Up Incentives

13:26 - Modeling and Testing the Comp Plan

19:15 - Conclusion and Resources