SteveMadden profile picture
SteveMadden profile picture

SteveMadden

Sales Exec

Opinionated
Valued Contributor
Member
+3

What percentage of meetings should be booked by AE vs SDR?

I've bounced around over the past couple years and have consistently heard different answers.


Some folks saying BDR's should be proving 75/90% of pipeline for AE's.


Others saying 50/50.


And folks I know who work at some larger more established companies are saying AE's should be producing at least 80% of their own pipeline...


Now this definitely depends on industry and JD, but I'm interested in hearing where folks stand on this....



Percentage AE/BDR

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6 comments

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poweredbycaffeine
WR Lieutenant
4
☕️
If you're not producing your own opportunities then you are likely missing out on prime opportunities. Look at your BDR as a supplement to your business. Too many sales orgs treat AEs as the path to success for the BDR, placing blame for pipeline generation on the BDR when the AE is fully capable of generating their own business.
CuriousFox
WR Officer
2
🦊
I produce my pipeline. I'm happy to accept leads if they happen to come my way, but it's not often.
Coffeesforclosers
Notable Contributor
1
Director Sales and Market Development
If you have an established SDR team and 2 to 1 ratio either way SDR/AE AE/SDR the SDR should absolutely be setting 75% and that other 25% should be peppered by both in a good partnership! 
salesnerd
WR Officer
1
Head of Growth
I think AEs should continue to generate a bit of their own pipeline, but SDRs should certainly take the brunt of the work off their plate. 
NotCreativeEnough
Big Shot
1
Professional Day Ruiner
any AE worth his pay is able to generate his own pipeline. What the SDR generates should just be a bonus. 

To make the SDR team worth keeping around though they have to generate a ton of pipeline for the AE. 

So both answers are right in that the majority of pipeline should come from one or the other. 

At least at my company/industry specifically. 
SADNES5
Politicker
0
down voters are marketing spies
Be a team. 

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