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Mendizo
Opinionated
4
Sr. Director
I'm going to guess that the friction is in BDR's trying to get AE's to accept opps and mark them as qualified?
This has existed since the beginning of time, and likely will always exist.
The problem starts at the top; this must be solved by Sales and BDR (oftentimes owned by Marketing, not even Sales) leadership. Set clear definitions on what is qualified, what the process is.
If leadership isn't willing to step in (shame on them), then you might have to hammer out a working relationship at the AE/BDR level. Just keep in mind that, like AE's, BDR's are looking to meet goals and exceed plan. ALWAYS put yourself in their shoes and don't be unconsciously arrogant.
Sometimes, it may be as simple a thing as getting both teams together, and walking through a 'day in the life' of each role. As in, have the BDR team talk about the work they do in sourcing these leads, and then have the AE team talk about the work they do in trying to move them forward. It can be shocking how little each team really knows about how much work the other team has to do, and this can put them both on the same page. Having that shared sense of purpose (ultimately getting deals closed and revenue coming in) can help overcome tactical friction and bumps.
Gasty
Notable Contributor
0
War Room Community Manager
Excellent pointers, @Mendizo๐Ÿ‘๐Ÿ‘
Carlosg
Politicker
0
SDR
You got the exact point :) Thank you so much for your tips. I will try to apply them.
Sunbunny31
Politicker
3
Sr Sales Executive ๐Ÿฐ
Would be helpful to know what exactly is going on, and what your role is in fixing the problem.
braintank
Politicker
1
Enterprise Account Executive
What bunny said!
punishedlad
Tycoon
1
Business Development Team Lead
Yeah, would definitely need specifics before providing any sort of guidance. Generalized AE/BDR tension is a symptom of many different ailments.
Carlosg
Politicker
1
SDR
Nice point, Bunny. My role is BDR Team Lead. The problem is that there are frictions in Opportunity qualifying and validation. We use the CHAMP methodology.
Sunbunny31
Politicker
0
Sr Sales Executive ๐Ÿฐ
Sounds like the issues may be the classic ones of BDRs passing over leads they've qualified to the CHAMP method and the AEs rejecting them. If so, are the rejections all for the same reason, or for different reasons? And is it 1 - 2 AEs and/or BDRs, or more global?
Relationships are important here too. The BDR should find out why a lead is being rejected from the AE and find out what the AE sees as lacking or missing. Sometimes it's valuable feedback that is pretty easy to straighten out. There are a few BDRs in my org, and they are not 1:1, so our AEs and BDRs have to manage different personalities and preferences, but that's done by communicating. I've gotten to know the BDRs both professionally and personally, and if there are ever issues, we communicate.
On the other hand, if it's a consistent issue with one BDR and/or one AE, then that's something to look at as well. Is the BDR doing what's required and the AE is not accepting leads that are qualified to the company standards? That issue would need to be escalated to first your manager, who should be talking to the sales manager for the AE, to get it resolved. If there's a BDR who is cutting corners or not following your methodology, then that's for you to work on with that BDR and bring up to your manager as well for possible retraining.
If your issues are different, let me know.
TennisandSales
Politicker
3
Head Of Sales
im going to assume the BDR teams is getting pissed because they feel their opps are solid and then the AE team does qualify them?

the BDR leaders and the AE leaders need to make sure the criteria for what a qualified opp is.

WHen i was an SDR the hardest thing was timing. I could have the best contact, a killer company and they LOVE the tech and want to move forward. but needed to push it out a month or 3 months. that would mean its disqualified. that was SUPER frustrating
Carlosg
Politicker
0
SDR
Thast exactly our problem. Thanks for your tip!!
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
This is what your management is for.
FoodForSales
Politicker
1
AE
Those were my thoughts as well.
Carlosg
Politicker
1
SDR
I know :) thats what I asked for tips, in order to improve and have your experiences.
Gasty
Notable Contributor
2
War Room Community Manager
- BDRs wouldn't give a damn about a deal getting closed or falling through the cracks till a part of their incentives is aligned to deal closures. You'd propose this to your CRO / VP Sales and they obviously wouldn't understand.

- (Many) AEs wouldn't give a damn about accepting a Qualified Opp that they can't close in the next 3/6/12 months unless a part of their incentives is aligned to pipeline generation.

- If you build Qualification Criteria like the BANT checkboxes being fulfilled, your Outbound function would start cannibalizing on Inbound opps, since they'd want to hunt down all the budgeted projects and reach there before they come through inbound.

It's quite a messed-up situation tbh. Unless both teams start giving a damn about each other's KPIs and what a day in life looks like this friction is hard to overcome. And that'd only happen if they've some sort of KPIs and/or incentives that overlap.


Carlosg
Politicker
0
SDR
wow, incredible insights (the 2on and 3rd the most) Thank you so much! I will move forward with this with the VP.
braintank
Politicker
1
Enterprise Account Executive
More details please
DungeonsNDemos
Big Shot
1
Rolling 20's all day
Who isn't happy? Why?
Carlosg
Politicker
0
SDR
AEs are not happy because of "not good oportunities" and BDRs are not happy because they feel the opportunities are fit but they are not getting them validated.
So the team is not going in the same direction and the relations between them are completly broken (not fights but no good feelings)
Diablo
Politicker
1
Sr. AE
Is it that the opps are not being actioned upon as the next steps by an AE?
Carlosg
Politicker
0
SDR
Somehow. Ops are being created with "good feelings" from BDRs, but they are not getting validated by AEs because their feeling are the opposite.
Diablo
Politicker
0
Sr. AE
I would take this to my manager and discuss as this is affecting the entire sales cycle. I know the amount of effort my BDRs put and hence I try never to overlook what they send.
RandyLahey
Politicker
1
Account Executive
Define "friction" please. What is causing it?
Carlosg
Politicker
1
SDR
AEs are not happy because of "not good oportunities" and BDRs are not happy because they feel the opportunities are fit but they are not getting them validated.
So the team is not going in the same direction and the relations between them are completly broken (not fights but no good feelings)
RandyLahey
Politicker
0
Account Executive
Yeah, this is an age old friction between SDR/AE teams. How are the communication levels currently?
Kosta_Konfucius
Politicker
1
Sales Rep
Need to strictly define criteria and get both leadership teams to agree with and enforce.
Maximas
Tycoon
0
Senior Sales Executive
Any further details please you may verify would be much appreciated to be able to get you the right answers!
Carlosg
Politicker
0
SDR
AEs are not happy because of "not good oportunities" and BDRs are not happy because they feel the opportunities are fit but they are not getting them validated.
So the team is not going in the same direction and the relations between them are completly broken (not fights but no good feelings)
CuriousFox
WR Officer
0
๐ŸฆŠ
What is your role in this situation?

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