SDR/BDR to AE Alignment

Do you prefer to have a 1:1 structure for SDRs and AEs? Meaning each SDR is assigned an AE (maybe 2) to work closely with on all their leads? If so, why?


Or do you prefer a "pod" structure where a group of SDRs source for a territory and send those leads out to the AEs in that territory from a round robin list? If so, why?


Finally, if you use something other than those structures, what is it and would you recommend it?

๐Ÿ‘‘ Sales Strategy
7
Rallier
Politicker
3
SDR Manager and Consultant
I've always had a 1:1 structure. Helps you to build a relationship with the AE and develop a feedback loop.ย 
MrNiche
Valued Contributor
0
Senior Account Executive
Couldn't agree more. When I was an SDR we were in a huge growing phase as a company, so we had like 20 SDRs and 30 AEs. I had 1-2 AEs I sourced for during my time as an SDR. I loved it. I learned from them during weekly syncs and they gave me a ton of help when it came to my AE interview. Plus when I was experienced enough, they actually let me handle certain parts of the sales process.

We've since moved to a pod structure with our SDR org and I know that a 1:1 situation doesn't work when you have a bad SDR, but I just don't think feedback can be implemented as well when it comes from like 8 AEs vs. 1. As an AE, it feels kinda weird giving feedback, especially if I don't know the SDR as well. I'd much prefer to be assigned an SDR that I can coach & cater their outreach to how I sell.
CoorsKing
WR Officer
1
Retired King of the Coors Knights
Dedicated mapping works the best in my opinion, allows for more targeted outbounding and teamwork.ย 
ExtremeVibeChecker44
Arsonist
0
Inside Sales
Also allows a good relationship to build. SDR works harder for AE, AE qualifies fringe meetings / takes care of SDR.ย 
MrNiche
Valued Contributor
0
Senior Account Executive
Exactly! weekly/monthly syncs with AEs to go over strategies and accounts to target are a great way to build the relationship and avoid passing bad leads.
CuriousFox
WR Officer
1
๐ŸฆŠ
I'd prefer 1:1 to keep law and order when qualifying prospects.ย 
zhang
Contributor
0
Sales Manager
1:1 structure has been great. Great built-in mentorship for the ADR, long-term relationships are developed, the ADR naturally flows into the AE role very smoothly.ย 
MrNiche
Valued Contributor
0
Senior Account Executive
Plus with a good relationship, AEs can involve their ADR more frequently in other meetings to take notes, add input, etc.
braintank
Politicker
0
Enterprise Account Executive
1:1, never heard of a pod structure before
softwaresails
Politicker
0
Sales Manager
I know everyone is saying a 1:1 ratio but we couldnโ€™t make the numbers work right.ย 

We went to 2:1 and it was so much better for us.ย 
MrNiche
Valued Contributor
0
Senior Account Executive
We ran into this too for some reps. Experienced AEs were getting new or underperforming SDRs assigned & since it was 1:1 there were a lot of AEs pushing for a pod structure
softwaresails
Politicker
1
Sales Manager
Yeah this is the exact reason we didn't do 1:1. We are even thinking of just having an SDR team that rotates through the AEs with leads on a round robin structure to get around this issue.
MrNiche
Valued Contributor
0
Senior Account Executive
Early in my career it showed me the importance of good hiring. A couple of bad SDRs can fuck up your whole alignment structure. Frankly, it's hard to find good SDRs.ย 
softwaresails
Politicker
0
Sales Manager
Yeah I agree. It can be very difficult to find good SDRs. A lot of the SDRs we work with are part time hires also going to school. So even when we find the good ones it's just a temporary job so they can get through school.

We've been able to pull a few in once they graduate to full time work but unfortunately we do have high turnover in the SDR position.
MrNiche
Valued Contributor
0
Senior Account Executive
It's kind of a weed out course for sales, so turnover is just gonna be there for the people who aren't driven enough to perform & are fine with making 50k their whole life.ย 

The shitty part that I've noticed is that aggressive hiring goals always force managers to hire a few great reps and a few not so great reps to meet a timeline.
DungeonsNDemos
Big Shot
0
Rolling 20's all day
I've had 4:1 in the past. We just weren't able to hire SDRs.
My new place is 1:1 and it seems like a way better way to do it since we have target accounts.
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