Macdaddy

Team Lead

Full sales cycle (SDR and AE deficiencies)

Hey all,

I noted a post yesterday that questioned who's job is harder, an AE or an SDR. In my role, I streamline SDR to AE processes so these two teams can work together most effectively in an effort to eliminate stagnant pipeline at each stage of the sales cycle.

I am a firm believer that the roles are just different top performers at each position possess a different skillset from one another. Both AE's and SDRs often come to me pointing fingers at each other, and they always say "I can do their job easily".

I am currently piloting a program for my company to highlight best practices for both AE's and SDR's so the two teams can learn to work more effectively together in future endeavors. Simply put, I have taken 3 SDR's and 3 AE's and they will all participate in building and closing their own pipelines (no inbound leads of any kind).

I would be happy to outline the parameters of this program for those who are interested... But for the purpose of this post, I would like AE's on this forum to point out the most common SDR deficiencies and for the SDR's to weigh in on common AE missteps.

👑 Sales Strategy

😤 Conflict Resolution

💼 Productivity

12

7 comments

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SandwichMan

Catalyst

2

BDR Team Lead

Hmmm I feel like you need to be a good BDR in order to become a good AE so I'm thinking AE is def trickier, but BDR is more demanding from a day to day perspective.

As a BDR, a common misstep I see AE's make is setting up next steps via email instead of doing it right there on the call. Drives me nuts

Outbound

Contributor

2

AE (Account Executive)

AE's not setting up next steps on the call is the most frustrating thing of all time!

Chep

WR Officer

2

Bitcoin Adoption Specialist

This is a tough one to answer. It's like comparing apples to oranges. That being said, I think the toughest job is the AE position that has to make cold calls and schedule meetings for themselves so full-cycle AEs are probably the most difficult position to be in, but if you can make that work much respect!

CuriousFox

WR Officer

0

🦊

But we get paid the most 😎

CaneWolf

Politicker

1

Call me what you want, just sign the damn contract

For SDRs:

-Taking shitty notes.
If you take good notes as a SDR/BDR, you are making my life so much easier. You're not going to remember your umpteenth conversation of the week when I ask but good notes gives me such a good starting point.
-Not documenting your outreach.
What did you say that resonated with them to get them on the phone in the first place?
-Thinking you know more than the AE about selling.
You don't.

PhillySales

Opinionated

1

Director of Inside Sales

I think the common deficiencies in both are constantly pointing out the deficiencies in the other person. Too much bitching and complaining about each other. Get your issues on the table in your 1:1 every week, anything that lingers is just going to be harder to overcome. It’s a team.

TrooperJim

Personal Narrative

0

VP of Sales - Central

I would love to learn more about your process. I have NEVER seen a positive experience between SDR/AE, and would be interested in hearing your methods.

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