Article
Best Practices for The Perfect Sales Handoff
theharrisconsultinggroup.com
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
“The SDR’s primary responsibility is to make sure that anyone who talks to a sales rep is actually worth everyone’s time, both the potential buyer and the seller.” We acknowledge that the topic of what makes someone qualified and whether or not an SDR is qualifying a person or an opportunity is important. That is not, however, the purpose of this post. This post is designed to describe how the SDR conducts the handoff to an Account Executive (AE).
We acknowledge that the topic of what makes someone qualified and whether or not an SDR is qualifying a person or an opportunity is important. That is not, however, the purpose of this post. This post is designed to describe how the SDR conducts the handoff to an Account Executive (AE). “Often times, we see the SDR merely send out a calendar invite to the sales rep and prospect that includes dialing instructions.” Here are two options for making sure to promote success, teamwork, and accountability for all parties. I believe there are two main handoffs: the Email Handoff and the Meeting Handoff.
We acknowledge that the topic of what makes someone qualified and whether or not an SDR is qualifying a person or an opportunity is important. That is not, however, the purpose of this post. This post is designed to describe how the SDR conducts the handoff to an Account Executive (AE). “Then the SDR moves to the next prospect.” Here are two options for making sure to promote success, teamwork, and accountability for all parties. I believe there are two main handoffs: the Email Handoff and the Meeting Handoff.
We acknowledge that the topic of what makes someone qualified and whether or not an SDR is qualifying a person or an opportunity is important. That is not, however, the purpose of this post. This post is designed to describe how the SDR conducts the handoff to an Account Executive (AE). “Here is what usually happens: The prospect and sales rep make the call and all is well or the prospect misses the call and tells nobody.” Here are two options for making sure to promote success, teamwork, and accountability for all parties. I believe there are two main handoffs: the Email Handoff and the Meeting Handoff.
In the email handoff, the SDR typically sets a calendar appointment with the AE and prospect; however, this is not the first thing the SDR should do. Here is what s/he should do after the call with the prospect ends. “Indicate who will now be main point of contact for the prospect (SDR or AE). Will vary based on your organization.” Send calendar invite with everyone’s email addresses and direct line numbers just in case there is an issue with the conference line.
Watch out for the following: “AE starts treating SDR like a secretary” AE tells the SDR the SDR has to put all notes in the CRM (this is a no-no, this is the sales rep’s job)
Option 1 – The Email Handoff “the SDR typically sets a calendar appointment with the AE and prospect;” Put together an email that provides the following: Thank the prospect(s) for their time. Confirm date and time of appointment and that a calendar invite is coming shortly. Ask the prospect to review the notes below and correct anything that may have been misunderstood. Provide introduction to AE (who is copied and include a direct #). Indicate who will now be main point of contact for the prospect (SDR or AE). Will vary based on your organization. Provide a list of next steps, prospect’s challenges/pains, potential solutions, resources, and other interesting notes from the call. Thank the prospect(s) again for their time.
Option 2 – The Meeting Handoff “The SDR attends the first meeting with the sales AE.” Put together an email that provides the following: A ‘thank you’ for the prospect’s time. Confirmation of date and time of appointment and that a calendar invite is coming shortly. Asks the prospect to review the notes below and correct anything that may have been misunderstood. An introduction to AE (who is copied and include a direct #). Indication that they (the SDR) will still be main point of contact. A list of next steps, prospect’s challenges/pains, potential solutions, resources, and other interesting notes from the call. Thanks the prospect(s) again for their time.
Handle the front end of the call including: Confirming Time Introductions Purpose Agenda Possible outcomes. “the SDR should politely confirm the AE is ready to take over, and sit back and listen.” Additionally, the benefits of the Meeting Handoff include: