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BDR-AE relationship

I've seen primarily 2 different staffing strategies:

  1. BDR reports up to an AE directly
  2. Biz dev and sales reps/AEs are 2 independent groups


Scenario 2 I've seen way more often, where the AE "quarterbacks" deals, but doesn't have any direct reports. Interested to hear experiences in both. What's best for the BDR in either scenario? Best for the AE?

BDR-AE working relationship
Attached poll
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๐ŸŽˆ Mentorship
๐Ÿงข Sales Management
3
GlenRoss
Politicker
+6
Account Executive
Scenario 1 seems like it is out of the scope of work for an AE and they may not be a good leader
HarryCaray
Notable Contributor
+14
Regional VP
Definitely agree. Nor do I think most AEs actually want to manage anyone. I see scenario 1 more commonly in early stage start ups with limited number of staff in the sales org. People doubling as AEs and managers
BigMeech
OG Sales Savage
+9
Senior Account Executive
We have option 2, and it helps because I am not responsible for their performance. If one of the BDRs is struggling, they have a separate team to get coaching/support from. They also have a separate manager evaluating their KPIs.ย 

Basically someone else holds them accountable for setting qualified meetings for me.ย 
HarryCaray
Notable Contributor
+14
Regional VP
Thatโ€™s a good point and we operate the same way
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
Biz dev needs its own department, but in sales. This way BDR management has same goals (sales) and can also escalate to a sales boss poor relationships/issues. Vs AE owning or marketing owning SDR activity. BDR-AE should be a partnership not ownershipย 
HarryCaray
Notable Contributor
+14
Regional VP
Partnership. Key point there. Thanks for the input.ย 
NorthernSalesGuru
Politicker
+5
Account Executive
Scenario 1. Always. Itโ€™s the most effective way.ย 

as an AE for a BDR-AE relationship to be highly successfully requires the BDR to understand the AEs particular needs...as such a coaching relationship needs to exist for successย 
HarryCaray
Notable Contributor
+14
Regional VP
Interesting perspective, I honestly didnโ€™t think Iโ€™d get many comments in favor of scenario 2. Thanks for the input!
BlueJays2591
Politicker
+6
Business Development Manager
We have BDRs outside of the sales org entirely, reporting into Marketing/Demand Generation. Keeps things separate so the AEs don't think that BDRs are their employees. We have had some issues with AEs being divas, so this org structure has helped out.
HarryCaray
Notable Contributor
+14
Regional VP
Our BD group used to fall under marketing and weโ€™ve since moved them into sales. But still separate from the AEsย 
BlueJays2591
Politicker
+6
Business Development Manager
I think separation is important. i believe they should be in sales, as we are moving that way as well in the very near future, but there should be separation. it makes dealing with issues easierย 
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CuriousFox
Arsonist
+10
Senior Account Executive
We are 2 different groups but I do meet with every BDR that sends a lead my way to formulate a plan and make sure we are on the same page.ย ย 
HarryCaray
Notable Contributor
+14
Regional VP
I do the same. We have weekly pipe syncs to stay on the same page
10
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