The purpose of the Global Sales-SDR Alignment Framework is to provide an outbound guideline that helps identify goals, provide better alignment, and highlight expectations for the following roles:
The alignment framework is designed to facilitate a successful relationship between SDRs and Sales ensuring both are properly positioned to achieve their goals.
Note: see GTM Resources for key Marketing and Sales terms, the Customer Lifcycle, and related Marketing & Sales activities.
When and if an opportunity is accepted and moved to SAO, but later needs to be merged to a larger parent opportunity within an account, the Sales AE should follow these steps:
The Territories Mapping File is the Single Source of Truth for ownership by segments, territories, and teams. All teams should use this SSOT to ensure alignment on who is responsible for what.
This weekly meeting is critical to drive and ensure alignment between teams.
For the first initial team meeting, create a working agreement and weekly agenda outline that the SDR and Sales can agree upon. 1. Best Practice: SDR and Sales connect 10min pre-IQM to review notes and connect post IQM for a brief retro to discuss notes, follow-up and SAO status. 1. Highly Encouraged, but not required is for SDR or Sales to create a Slack channel and invite the SDR, Sales Executive, Area Sales Manager, SDR Manager, Solutions Architect, and Technical Account Manager. The purpose of this channel is to have high-level communication regarding leads and opportunities as well as discuss questions. 1. Please use chatter in SFDC to communicate changes and requests on existing opportunities.
The purpose of the SDR-AE outbound handoff process is three fold.
To make sure that the hand-offs maximize internal efficiencies, it is required that:
Are meetings for leads that the SDR is certain are a qualified opportunity but cannot get them on a qualifying call himself OR the AE has agreed to work on directly themselves This applies to leads that are unresponsive or have strictly stated that they do not want to have an introductory call with the SDR In these cases, the SDRs can push for an IQM with the AE directly over email
It is highly encouraged for Sales to involve their SDR in QBR prep, planning as well as invite them to attend and speak during their presentation. SDR’s should carve out time to assist and contribute with Sales presentation slides.