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.## SDR & Sales Alignment
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.
Actively Working Start Datecan be used to sort reports.
Account Strategyfields are to be used.
BDR Next Step Datecan be used to sort for action items.
The resources below are meant to be cloned and customized, and to be used to structure OB collaboration in 1:1s. Accounts in the BDR organisation are prioritized based on the guidelines here while the handbook page here shares more detail in the BDR org's process.
BDR Prospecting Status = Queued
The purpose of the BDR-AE outbound handoff process is three fold.
To make sure that the hand-offs maximize internal efficiencies, it is required that:
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.