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Do your BDR's create the opportunity, or do AE's create/accept it after it's qualified?

Our company just switched to have the BDR's create an opp in order to route a discovery call. But imo this really screws the data if the AE ends up disqualifying the prospect since our SOPs team creates territories based on number of opps.


My view: if it's a real opportunity, the AE will flip it for the BDR anyways and this is just a way for the BDR team to inflate their numbers.


*Coming from a former BDR who has done it both ways

Who creates the Opp in Salesforce?
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*Voting in this poll no longer yields commission.
๐Ÿ‘‘ Sales Strategy
โ˜‘๏ธ Qualification Calls
๐Ÿ” Discovery
9
Rallier
Politicker
+9
Account Executive
We switched to AEs creating it. AE is the one who determines if it's qualified or not
ARRyouReadyKids
Politicker
+5
Sr. Account Executive
agreed. typically if it's qualified and they're a good fit, i'm doing whatever I can to keep the sales process going and it's an opp
BlueJays2591
Politicker
+6
Business Development Manager
our BDRs create the opps for the AEs, but they need to be qualified with at least authority and need for it to be created. i don't like the AEs creating the opps for the BDRs because in my experience, the AEs will screw over the BDRs. if there is authority and need, its a good meeting and should be created. not the BDRs fault if the AE isn't good enough to move it forward. if its a garbage opp, thats one thing. but if its a good opp and the AE just can't find a way to move it forward, the BDR shouldn't have to suffer financially/quota-wise.
ARRyouReadyKids
Politicker
+5
Sr. Account Executive
I definitely see that pov, especially if it's a rep who can't get them past discovery.ย 

I'm pretty flip happy so it's really only the totally garbage opps where i'm like "why are we even talking to these folks"
BlueJays2591
Politicker
+6
Business Development Manager
we mitigate those issues by the AEs having full control over who the BDRs reach out to so there are no meetings set with the janitor or something like that. only people with buying authority or some sort of influence can be targeted.ย 
Telehealth_2the_Moon
Notable Contributor
+12
Director of Business Development
I think the smoothest I've seen it is the BDR building it with approval from their supervisor.ย 

Just the AE = less going in the pipeline to help protect their numbers

Just the BDR = everyone who agrees to meetย 
ARRyouReadyKids
Politicker
+5
Sr. Account Executive
This definitely requires the BDR managers to be very educated on what a qualified opp is. Depending on volume and that training, I could see a lot falling through the cracks because the BDR manager also has a number to protect
Telehealth_2the_Moon
Notable Contributor
+12
Director of Business Development
That's a good point, if the BDR manager isn't the right person then maybe someone else. Or managers only get involved if the AE and BDR can't agree on if it should go in or not.ย 
iworkinchonies
Politicker
+3
Growth Enablement Manager
We do a hybrid of both. Strong guidelines for pre-qualifying an opp and if they clear all those guidelines, the BDR makes the opp. If not, it is up to AE discretion (most end up being created anyway). Win rate on BDR opps is approaching 50%...ย 
SalesPharaoh
Politicker
+8
AM BDR
Should be AE since they can tell what is qualified or not. You never know what KPI BDRs are having and judging from the posts about fake calls to meet them it only makes more sense for AE to qualify leads.
CuriousFox
WR Officer
+11
Needer of Life Alert
It SHOULD be the AE to prevent the unqualified bs.ย 
Justatitle
Politicker
+7
Senior AE
Our BDRs create the opp but itโ€™s up to us to choose if we take it into pipe or notz the majority of the time we do.ย 
sfdc
Valued Contributor
+5
Senior BDM, Enterprise
In a best practice scenario: BDR operates a lead at the lead level before qualified and should convert the lead once qualified to an opportunity and assign the AE at that stage. It doesnโ€™t matter really who owns that conversion, so long as the AE operates out of the opportunity structure inย CRM.ย 
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