Going from SDR -> AE when there is no AE opening

I have seen this at the last two companies now where there are SDRs that want to become AE's but the AE roles are ENT roles and there really is no shot for them to get it.


In both cases I have worked with the SDR to help sharpen their skills, and be as prepared for an AE role as possible.


in one case the SDR went to another company and currently this SDR is trying to figure out what to do.


Ive been telling this SDR that the best move might be to leave the company to get an AE role in the future.


They are hopeful that an AE role will become available.


Has anyone else come across this? what advice would you give to the SDR??

๐Ÿ‘ฅ Hiring
๐Ÿงข Sales Management
๐Ÿ‘จโ€๐ŸŒพ SDR
10
antiASKHOLE
Tycoon
4
Bravado's Resident Asshole
basically, you gave them the tools and understanding necessary for them to acquire an AE role, it is up to them to utilize those tools.

You can lead a horse to water...
jefe
Arsonist
2
๐Ÿ
^^
Diablo
Politicker
2
Sr. AE
According to me you have them the right directions of finding their desired roles externally and helping them enhanced their skills.
Kosta_Konfucius
Politicker
1
Sales Rep
I feel like its super common to have a promotion ceiling at a current company. Doesnt always need to be your example but could be a hiring freeze or a long back log of more senior SDRs wanting to be promoted.

In this case, I would recommend looking externally.
Sunbunny31
Politicker
1
Sr Sales Executive ๐Ÿฐ
If there's no role available, it's time to look externally. SMB or MM AE are a far easier step than Enterprise right out of the gate. Which you identified, and helped the SDR identify. So I know I'm sleep deprived (early morning return home) but am I reading this right: the SDR left their current company for a shot at an AE role and isn't getting anywhere? Is this a case of only Ent AE being available?
FoodForSales
Politicker
1
AE
Tell them to straddle that fence - be hopeful an AE position opens up and start submitting resumes for other positions.
TennisandSales
Politicker
0
Head Of Sales
yep i would agree this sounds like a good idea. I am hopefully that i can help develop their skills over the next few months so they are more attractive to what ever opportunity is out there.
Mendizo
Opinionated
1
Sr. Director
Yeah, this is tough, and unfortunately it doesn't seem like the company has yet realized that they may be losing valuable people who know the product, pitch and such.

Outside of just telling them to go look elsewhere, one thing I would recommend (and this really depends on SDR leadership) is putting in some 'soft' responsibilities for these top SDR's where they still stay in their current role, but take on more of the duties of an AE.

Basically, don't just have them hand off a lead when it has a heartbeat. Have them take the first call or two (beyond normally where your handoff is), including doing first discovery, some of the light SME-type conversation that a good AE will have, etc. This way, they end up taking the opp to maybe a 20% stage, where normally they would hand off at 5%. This gives them a heck of a lot more of experience in what an AE does. You can also have them shadow AE's to get deeper into those types of conversations. If you use a tool like Gong, they can listen to the recordings.

None of this really gets them the benefits of an AE (commissions), but it can help the SDR's get a lot more familiar with the process, and make it easier to potentially become AE's.

Again, this really depends on a management team that believes in developing these individuals. If that's not present, then they should look outside for an inside sales type position to build up experience as an AE.
TennisandSales
Politicker
0
Head Of Sales
yeah thats true the right managment can make all the differnce
UghHereWeGo
Member
0
Uber Eats Driver
This is the tech sales industrial complex at work for ya haha
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