How to Ensure a Smooth Handoff from SDRs to AEs

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. Accountability “Without operational processes and reliable tracking that produces accurate data, issues with the handoff are hard to pin down.” For example, if an SDR is consistently providing qualified leads and an AE is habitually neglecting to follow up, the sales manager must be able to learn of the problem, identify the source, and take appropriate action. Equally, if the quality of the leads is the cause of the problem, the SDR should be held accountable.

   In Agency lead qualification and handoff

2. When the proverbial ball is dropped, who is responsible? Without operational processes and reliable tracking that produces accurate data, issues with the handoff are hard to pin down. “For example, if an SDR is consistently providing qualified leads and an AE is habitually neglecting to follow up, the sales manager must be able to learn of the problem, identify the source, and take appropriate action.” Continuity

   In SDR and AE operating model