ZeroGrit

VP of Hoping My Emails Find You Well

Valued Contributor

SDR Lead Assignments

Hello Fellow Warriors...

Question: How do your companies split up lead assignments for SDR's where all SDR's are responsible for inbound and outbound?

Context:

My company doubled the number of SDR's we had. Before, quota was easily attainable with out system as we were dripping in sweet inbound. Because of this, we did not venture too much outbound - though there were some successful programs that we ran.

Since doubling the size of the team, our old system of splitting leads doesn't work anymore. We were previously splitting up leads through alphabetical assignment - so if a the first letter of the company started with a letter, it went to a particular SDR. This also meant we were only allowed to prospect companies whose letters were assigned to us. With more SDR's, we each have less letters to go after - so this system is no longer equitable.

Need new ideas to split up leads so we can all be happy, make money, and know where to focus.

Other Info:

We're a small start-up, SDR org only has 6 people in team

We don't have verticals at the moment

We sell into anything with a revenue pulse (sales orgs)

We sell into the big 4 (UK, CAN, AUS, US)

I have brought up "territories" in the past, but it would be a blood bath between the SDR's for the Bay Area and/or New York - so we're trying to be diplomatic about it?

If you need more information to give advice, please let me know in the comments and I'll respond when I can.

Thanks warriors!

🔎 Prospecting

☁️ Software Tech

✌️ Growing Pains

9

15 comments

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Kirby

Politicker

4

Sales Representative

Round robin the inbound leads.

For outbound, you will either need to set up territories or verticals. Or, another option is to set up account limits and rules of engagement. Essentially, each SDR is only allowed to have a certain number of accounts in their name, and if it hasn't been touched in x number of days, another SDR can take it over. That way, it's really first come, first serve in outbound.

ZeroGrit

Valued Contributor

0

VP of Hoping My Emails Find You Well

This might work well! I’m not familiar with verticals, what would be a good way to break these down?

1nbatopshotfan

Politicker

2

Sales

Can you just go through the list? 1st lead to A, 2nd to B and so on and then cycle back through? That way if you have 18 leads everyone gets 3?

ZeroGrit

Valued Contributor

0

VP of Hoping My Emails Find You Well

Yeah the round robin idea would work for inbound leads. Curious how this would work for prospecting and outbound work?

LordBusiness

Politicker

2

Chief Revenue Officer

Following up on inbound leads isn't "sales development" its lead development and should be a function of marketing. The skillsets for inbound and outbound are so very different, if it were my sales org, I would separate the SDR team into inbound and outbound teams. The compensation plans, targets and goals for each team would be very different, as I mentioned the skill sets and goals are different. If SDRs are getting inbound as a function of their job, they will never execute outbound efficiently or effectively. (case in point your post)

ZeroGrit

Valued Contributor

0

VP of Hoping My Emails Find You Well

What’s does an efficient and effective SDR outbound function look like in your sales org? Or what would be your ideal one?

LordBusiness

Politicker

0

Chief Revenue Officer

Being effective outbound SDR is all about creativity and personalization at scale. If I want scale, I can just automate with Outreach or SalesLoft. On the flip side, prospecting hook per volume numbers continue to decline even with a high amount of quality/personalization. To be amazing and SDR team has to be able to check both boxes. (and it's not easy).

Diablo

Politicker

1

Sr. AE

Any reason why SDR is not particularly segmented i.e. one for SMB and another for Mid-market....

ZeroGrit

Valued Contributor

0

VP of Hoping My Emails Find You Well

None at the moment other than we’re all on an even playing field.

buckets1

Politicker

1

AE

Territories are inevitable once a company reaches a certain size and will also never be completely equitable. I’ve had shit territories and great territories. Currently have a shit one after moving from SMB AE to MM. It is what it is. If management is smart they recognize some attainment is out of your control (good or bad). Generally performance/hitting prospecting KPIs/not being a pain in the ass to your manager is rewarded with moving into a better territory when one opens up.

ZeroGrit

Valued Contributor

1

VP of Hoping My Emails Find You Well

Would you suggest adjusting quota to make up for shitty territories? I realize equity is not always achievable but looking for ways go suck less I guess lol

buckets1

Politicker

1

AE

I'm personally all for adjusting quota to the geo of the territory but I'd imagine it's a nightmare from an ops perspective. I know there's companies that do it from speaking with reps at those companies but have personally not experienced it.

ZeroGrit

Valued Contributor

1

VP of Hoping My Emails Find You Well

Thanks dude!

CuriousFox

WR Officer

0

🦊

What was the end result?

ZeroGrit

Valued Contributor

1

VP of Hoping My Emails Find You Well

We said fuck it all and went with round robin

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