Salespreuner

Regional Sales Director

Metrics to pick the BEST SDR for an AE move?

Ain't wanna create illogical moves , although performance is the most identical indicator

I'd want to know from behavioural etiquette and traits, top 3 to 5 that you look for when building a region and making SDRs move to AEs to deliver big

Please suggest, Legends

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braintank

Politicker

Enterprise Account Executive

Performance should dictate promotion.

alonzoharris

Politicker

Partner Manager

This is the only way. There are too many biases otherwise

braintank

Politicker

Enterprise Account Executive

Yep "behavioural etiquette" sounds sketchy

Salespreuner

Big Shot

Regional Sales Director

Agree, any 3 to 5 particular pointers you'd be able to share please? (Apart from numbers alone)

Diablo

Politicker

Sr. AE

Apart from performance, which is key, I’d also look at eagerness to learn, personal goal.

Salespreuner

Big Shot

Regional Sales Director

Makes sense to check in on keen attitude to learn and grow too, thanks for this addition

CadenceCombat

Tycoon

Account Executive

Pure performance

Sunbunny31

Politicker

Sr Sales Executive 🐰

Performance and aptitude.

CuriousFox

WR Officer

🦊

Curiosity, willingness to learn and grow...

Salespreuner

Big Shot

Regional Sales Director

Thanks as always, Fox :)

Salespreuner

Big Shot

Regional Sales Director

Okay, anything particular you'd recommend on aptitude measurement , please?

Sunbunny31

Politicker

Sr Sales Executive 🐰

Engagement - are they participating in growth and learning opportunities? Do they grasp concepts quickly and/or with time and coaching?

Other than that, aptitude is a character trait and putting that into a data measurement is a challenge. Sometimes it's a case of if you know, you know.

TennisandSales

Politicker

Head Of Sales

Hmmm i would pick the SDRs that have produced the best numbers for the longest time.

Now if you have 5 and only 3 AE roles, i would look at desire to learn. Who is taking the initiative to learn more about being an AE?

Salespreuner

Big Shot

Regional Sales Director

This is good add on, anything particular to spill out on those initiatives SDRs take to learn more to BECOME AE?

TennisandSales

Politicker

Head Of Sales

Yeah i think the good ones want to understand more about the problems that the product solves. Not just the features.

Also wanting to understand WHY an AE asks certain questions, or what an AE does, because of the information they got from the prospect.

For example if an SDR asked me this question i would be excited:
“So the prospect told you that they are looking to do _____, but also want to do ____. What do you think needs to happen next for them to make a decision?”

Salespreuner

Big Shot

Regional Sales Director

Yes, thanks to add this on, there're a few who do this, makes sense to make right picks now, given only a few do such post meeting eagerness and questions

Kosta_Konfucius

Politicker

Sales Rep

Performance is the way. I would add experience or product knowledge too

Salespreuner

Big Shot

Regional Sales Director

Product knowledge and may be some eagerness to take charge of those initial calls or moments in the calls? (Calls as in meetings)

finerbrojetson

Fire Starter

Sr. Account Director

Performance (unless the #1 BDR only books nonsense meetings or something)

Armageddon

Opinionated

Enterprise Account Executive

highest Qualified Meetings > Opps... I've worked at companies where SDRs are graded on number of meetings held, and they were always far less prepared for the AE seat then the SDRs who are graded on # of meetings that convert to opps (which is how I was graded as a BDR)...

Honestly, if you're just trying to book a meeting you arent looking to qualify, if you know the meeting need to lead to an opp you're going to find out what the project looks like, why its important / pain and timeline

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Salespreuner

Metrics to pick the BEST SDR for an AE move?

20 comments

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