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Solving the SDR to AE Handoff: An Actionable Guide ...

gtmnow.com

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  1. Get your VP of Sales, maybe even your CEO and your top-performing AEs to analyze all the deals you have closed and determine your Ideal Customer Profile (ICP). “These are the company characteristics that make someone qualified, and the Buyer Persona, which are the characteristics of the person at that company that could buy or heavily influence the purchase of your solution.” After that has been defined, hire and manage an outsourced team.

    In Buyer and user personas

  2. The main problem I hear is finger-pointing. This is especially apparent on teams where there is a pod system and SDRs are paired to AEs, but it can happen on any team regardless of the setup. “SDRs complain that the AEs handling their demos are not as good as other AEs, and that’s why their opportunities aren’t moving forward.” The AEs on the other hand complain that the SDRs are just sending unqualified demos and therefore they aren’t on track to hit quota.

    In Handoff feedback loop

  3. SDRs complain that the AEs handling their demos are not as good as other AEs, and that’s why their opportunities aren’t moving forward. “The AEs on the other hand complain that the SDRs are just sending unqualified demos and therefore they aren’t on track to hit quota.” Who’s responsible? How do you fix this?

    In Handoff feedback loop

  4. As a result, SDRs have little time to execute those sequences and are desperately trying to secure meetings that need to show up (meetings performed / held). “However, this is not when the SDR gets paid commission – a result of a fundamental breakdown in the sales compensation structure.” Here’s an illustration of this:

    In SDR commission plans

  5. “The problem is mostly centered around accountability, process and compensation.” Note:My perspective is from an organization that uses mostly Outbound SDRs. Small changes may be needed to adapt this to inbound.

    In Agency lead qualification and handoff

  6. SDR vs AE: Vicious Cycle of Blame “The main problem I hear is finger-pointing.” SDRs complain that the AEs handling their demos are not as good as other AEs, and that’s why their opportunities aren’t moving forward.

    In Agency lead qualification and handoff

  7. SDR vs AE: Vicious Cycle of Blame “This is especially apparent on teams where there is a pod system and SDRs are paired to AEs, but it can happen on any team regardless of the setup.” SDRs complain that the AEs handling their demos are not as good as other AEs, and that’s why their opportunities aren’t moving forward.

    In Agency lead qualification and handoff

  8. SDRs complain that the AEs handling their demos are not as good as other AEs, and that’s why their opportunities aren’t moving forward. “The AEs on the other hand complain that the SDRs are just sending unqualified demos and therefore they aren’t on track to hit quota.” Who’s responsible? How do you fix this?

    In Agency lead qualification and handoff

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