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

Quoted on this wiki

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

1. “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

2. 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

3. 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

4. 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

5. 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 Handoff feedback loop

6. Here’s how we do it at AltiSales: “From this illustration you can see that the SDR role is reduced to two tasks, reaching out, and making sure the meetings show up.” Solution 3: Make Sure Your Executive Team is Defining Target Accounts, Not Your SDRs

   In SDR job descriptions