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Thoughts on the SDR/AE model

We're looking at continuing to build out our team. I've never liked the SDR model but our CEO is all about it. He also wants them to have SDRs carry a Revenue quota with closing responsibilities on small deals which makes zero sense to me.


Has anyone here worked at a company with this setup and did it even remotely work?

๐Ÿ‘‘ Sales Strategy
2
Derpfrickinvalu
Arsonist
+7
Account Executive
SDRs shouldn't be responsible for closing small deals AND sourcing pipeline. You end up with a team that's serving two different priorities, and not doing a good job with either.ย 

If you have a transactional component of your business, hire inside sales people. Otherwise, have the AEs sell and let the SDRs set meetings.ย 

My 2 cents.ย 
DingersAllDay
Old School Bravo
Sr. Principal Enterprise Account Executive
SDRs should be setting meetings and doing discovery calls to tee up meetings/demos/ next steps for sales. No closing for SDRs. That makes it confusing and takes away sales potential from the rep that the SDR partner works with too.ย 
RB
RBO
Opinionated
+1
Sales Manager
Yeah this makes a ton of sense. There isn't anything transactional about the sale but the entire team is inside.
Trinity
WR Officer
+7
BusDev
Is the plan to eventually make all SDRs/AEs to full-cycle AEs?ย 
RB
RBO
Opinionated
+1
Sales Manager
Still diving into that. My thought is that we should be running all full-cycle
Ir
IrishHoosier
Good Citizen
Sr. Enterprise Account Executive
No. More often than not they are super junior and shit the bed at the thoughts of getting in front of clients. Much better incentivizing them by meetings set and giving a small % of deals closed to make them find meetings that fit buyer personas in industries that are a good fit for the business
RollOverBeethoven
Good Citizen
Head of Sales Development
Do you need a filter system at the top of your acquisition funnel to help with large inbound volumes? Then you need an SDR team.ย 


Do you have a clearly defined ICP and need to drive a lot of volume to your sales team to hit their revenue goals? Then you need an SDR team.ย 

If you're not dealing with the need to drive massive volume, or to filter massive inbound volume, you don't and shouldn't have an SDR team. And they definitely shouldn't be quota carrying.
LordBusiness
Politicker
+7
Chief Revenue Officer
I'm one of the few people who is also Anti-SDR. I think the over specialization causes more work (and cost) for everyone.ย  I think an AE should be able to handle prospecting, discovery and proposal creation/follow up.ย  Right now, based on the demo's I've been on - most AE's aren't putting in the work (mock calls, practice reps, scripting, preparation) to justify taking the SDR work off of them.ย ย 
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