Hot take: It's not an SDR's job to set the next step for you after a qualification call

If you're an AE on the qualification call with your SDR, set the goddamn next step yourself and send the follow up email. Don't expect your SDR to do that, we hand it over to you to handle, that's our job.


~ Signed BDR who had to take a meeting with the partner team, enterprise AE and partner last week on call with a customer but they expected me to do the follow ups and next steps for them.

๐Ÿ“ˆ Closing
โ˜‘๏ธ Qualification Calls
15
BourbonKing
Valued Contributor
3
VP of Sales
Yep. You're not the AE's secretary/personal assistant. You need to be focused on qualifying new prospects and scheduling more appointments.
CuriousFox
WR Officer
1
๐ŸฆŠ
Is there a clear rules of engagement process? Was the AE new and struggling? I need more info before I form an opinion.
SgtAE
WR Officer
0
AE
Clear rules of engagement, AE is new and I lined this up for them, but still face this issue with tenured AE's as well.
Gasty
Notable Contributor
0
War Room Community Manager
Iโ€™m wondering who would create such rules of engagement in the first place. Maybe once in a while, SDR can do it. Maybe for mild-interest kind of deals. But doing it for all opportunities is beyond belief.
activity
Politicker
1
VP, Business Development
I agree with you. AE needs to own the process/deal.
antiASKHOLE
Tycoon
1
Bravado's Resident Asshole
I would say that the AE needs to learn their role. I was all for helping new people out a little, but never expected to do it for them.
Diablo
Politicker
1
Sr. AE
I generally do that because I have already created touch points on that call. I also copy my BDR on a couple of emails post that to see where we are heading with the prospect.
TennisandSales
Politicker
1
Head Of Sales
yeah I can see this being an issue. AEs sometimes think SDRs are there to do the things they dont want to do. which is total garbage.

i would just make it clear to the AEs that you will NOT be doing the follow up.

"Hey Sam here are the notes for the qualification call. Im going to leave setting next steps up to you. Let me know if you need anything from me for your follow up email."

something like that kinda sets the tone and also allows you to have something documented that you did your job you know?
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
Agreed
Sunbunny31
Politicker
1
Sr Sales Executive ๐Ÿฐ
Based on what you said, I agree. Usually if I'm on the call with the SDR/BDR, I'm taking over UNLESS it's not qualified and needs to go back to the nuture stream.

Most AEs can't wait to take ownership of the process so they can control the steps and timing. Are your AEs just unmotivated?
Kosta_Konfucius
Politicker
0
Sales Rep
Dang surprised by that, maybe the AE just doesnt know the process since they are new
BrianTracysLoveChild
Fire Starter
0
Account Manager
Have experienced this myself - it's sometimes easy for us to see the play happening because we are "watching from a distance" - even if on the call. Not all AE's are created equal - could be some bias, they may not want the opp to get created because then they have to own it - and they might get measured on conversion from qualification/discovery.
pirate
Big Shot
0
๐Ÿฆœโ˜ ๏ธ Account Executive
100% Agreed
Mendizo
Opinionated
0
Sr. Director
Yeah this sounds like a fairly clear case of the Sales management team needing to ensure their AE's are following the boundaries. If an AE can get you to set meetings and no one is telling them no, they'll do it. After all, who doesn't want a free admin? Not your job to do this, and also not your job to continually correct the AE's.

Have your management talk to Sales management.
9

Iโ€™m terrible at setting a next step post demo, advice?

Advice
8
6

How many call steps does your cadence have AEs?

Question
6
How many calls steps?
52 people voted
14

Should closers take the qualification call?

Question
15
Should closers take from the qualification call instead from the demo call?
61% Yes, SDRs should focus on bringing the prospect to the first call only
30% No, SDRs should do the qualification call, too, and transfer to an AE only if qualified
8% Something else
122 people voted