SDR comp plan template: six fields and a worked example
Want the calculator ready to use? The SDR Toolkit has a Notion comp calculator with 1.5x and 2.0x accelerators, £12.99 + VAT. A free Notion calculator is on Gumroad too.
A comp plan fits on one page if you fill in six fields.
The six fields
- On-target earnings (OTE).
- Split between base and variable, for example 70:30.
- The measures: meetings held, meetings accepted, or opportunities.
- The monthly quota for each measure.
- Accelerators above quota and the point where they start.
- Any cap, and how quota changes during ramp.
Worked example
The numbers are an illustration. A rep on £55,000 OTE at 70:30 has a variable target of £1,375 a month. At 80% of quota the variable pays £1,100. At 100% it pays £1,375. The rate is 1.0x to 100%, 1.5x from 100% to 150% and 2.0x above 150%. So 200% pays £3,781.25.
See inside
Copy this one-page plan
This table is an illustration. Fill the brackets with your own numbers.
| Field | Example |
|---|---|
| OTE | £55,000 |
| Split | 70:30, so £1,375 variable a month |
| Measure | [meetings held, meetings accepted or opportunities] |
| Monthly quota | [number] |
| Accelerators | 1.5x and 2.0x, starting at [point] |
| Cap | [none, or the amount] |
| Ramp | [how quota changes in months 1 to 3] |
Test before launch
Run an 80% month and a 200% month. Does the low month feel unfair? Does the high month surprise finance? Change the plan before reps see it. The free SDR comp plan calculator does the maths in your browser.
See comp plan examples and accelerators and decelerators.
Next step: set the quota with the meetings needed calculator.
Questions
What goes in an SDR comp plan?
OTE, the base and variable split, the measures, monthly quotas, accelerators and any cap.
How do I test an SDR comp plan?
Run a bad month and a great month through a calculator before launch.
Is there a free SDR comp calculator?
Yes, in your browser on this site, and as a free Notion template on Gumroad.
Also: commission clawback in the UK, how to set an SDR quota.
Related guides
SDR comp plan calculator
Model payouts with accelerators before you launch the plan.
SDR comp plan examples
Five structures compared on one rep and the same months.
SDR accelerators and decelerators
How each works, with pay worked at 60%, 100% and 200% of quota.
Put this into practice
The comp calculator takes one row per rep per month. Enter OTE, pay mix and quotas. Accelerators at 1.5x and 2.0x work themselves out. £12.99 + VAT.
Treat benchmarks as starting points. Tune them to your market, deal size and sales cycle. Every figure shows its source and year.