Perfecting the SDR to AE Handoff

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1. I was grateful to be asked to participate in the Rainmaker panel and equally grateful to be interviewed on this topic by my friends at Costello. It helped crystallize how my thinking has evolved on this as I have built and optimized different types of sales teams over the past few years. “I’m a big believer in playbooks and processes because they help ramp up new reps and provide day-to-day guidance to sales teams.” So naturally, the handoff process from SDR to AE must be documented so expectations are met and managed on both sides of the team. An SDR needs to know how to qualify a prospect, set up the appointment, and how to pass key information to the salesperson to set them up for success.

   In Ramp and coaching

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