ARRyouReadyKids

Enterprise Account Executive

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?

Attached poll

BDR once they set a qualification/disco meeting AE after they have done discovery

*Voting in this poll no longer yields commission.

👑 Sales Strategy

☑️ Qualification Calls

🔍 Discovery

13 comments

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Rallier

Politicker

SDR Manager and Consultant

We switched to AEs creating it. AE is the one who determines if it's qualified or not

ARRyouReadyKids

Politicker

Enterprise 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

Federal Business Dev Director

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

Enterprise Account Executive

I definitely see that pov, especially if it's a rep who can't get them past discovery.

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

Federal Business Dev Director

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.

Telehealth_2the_Moon

Notable Contributor

Director of Business Development

I think the smoothest I've seen it is the BDR building it with approval from their supervisor.

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

Just the BDR = everyone who agrees to meet

ARRyouReadyKids

Politicker

Enterprise 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

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.

iworkinchonies

Politicker

Account Executive / Chronic degenerate

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%...

SalesPharaoh

Big Shot

Senior Account Executive

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

🦊

It SHOULD be the AE to prevent the unqualified bs.

Justatitle

Big Shot

Account Executive

Our BDRs create the opp but it’s up to us to choose if we take it into pipe or notz the majority of the time we do.

sfdc

Catalyst

Sales Manager, 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 doesn’t matter really who owns that conversion, so long as the AE operates out of the opportunity structure in CRM.

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ARRyouReadyKids

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

Who creates the Opp in Salesforce?

13 comments

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