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SDR and AE Handoff: Making It Work - Tenbound
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Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
The trigger. Why this account, now. “The hook that worked. What they responded to.” The problem in their words. Quoted, not paraphrased into your language.
contact with the pipeline. “Time from booking to meeting. Long gaps drive no-shows.” Disqualifications, counted. A team that never disqualifies is not
This is the change that does most of the work, and the one most resisted. “Meetings booked rewards volume.” A common structure: the meeting counts when it is held, and a bonus attaches to meetings that produce a defined next step. MetricHQ's construction of win rate from a closed cohort is the same instinct applied later in the funnel: measure the resolved outcome, not the entry.
This is the change that does most of the work, and the one most resisted. “Meetings held rewards quality of qualification, because a marginal meeting no-shows or cancels.” A common structure: the meeting counts when it is held, and a bonus attaches to meetings that produce a defined next step. MetricHQ's construction of win rate from a closed cohort is the same instinct applied later in the funnel: measure the resolved outcome, not the entry.
What actually goes wrong “Between those sits a meeting whose quality nobody owns.” So it decays:
What actually goes wrong “The SDR is measured on meetings booked. The AE is measured on pipeline and closed revenue.” So it decays:
The SDR books a marginal meeting because the number is meetings. “The AE takes it cold, having read nothing, because most are marginal.” The meeting goes badly, and both conclude it was the other's fault.
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