SDR Operations
Agreeing on a minimum useful handoff record
Choose the fields a receiving salesperson needs to accept and prepare for an SDR handoff, then check the template against real decisions.
Section
SDR Operations
SDR Operations
Booked meetings versus held qualified meetings
Define booked, held and qualified meetings, handle reschedules and no-shows, and calculate comparable rates from one booking cohort.
SDR Operations
Building a fair meeting qualification review
Review meeting decisions against the rule and evidence available at the time, with clear reasons, uncertainty and a correction path.
SDR Operations
Defining a sales development team's remit
Define what a sales development team owns, which records it may work, where decisions pass to sales and how to handle exceptions.
SDR Operations
Measuring sales development performance
Build a sales development scorecard that separates activity, useful conversations, held qualified meetings and accepted handoffs.
SDR Operations
Monitoring workload without rewarding meaningless activity
Review active work, waiting replies and decision quality alongside activity counts, then act on the capacity constraint.
SDR Operations
Outbound programme improvement
Locate an outbound programme gap, test a defined change and review replies, meetings and sales decisions without confusing activity with progress.
SDR Operations
Planning account ownership across territories
Define account and conversation owners, test territory edge cases and transfer open work without duplicate outreach.
SDR Operations
Recording uncertainty in a qualification note
Distinguish confirmed facts, estimates, seller inferences and unknowns so the next sales decision uses the right evidence.
SDR Operations
Resolving repeated handoff disagreements
Review recurring SDR handoff disputes by evidence, fit and ownership, then agree a rule for future decisions while keeping prospect commitments owned.
SDR Operations
Reviewing sales tool access to CRM data
Map what a sales tool reads and writes in the CRM, check user visibility and plan how to revoke access.
SDR Operations
Sales call preparation
A prepared sales call is a short investigation, not a rehearsed pitch.
SDR Operations
Sales development operations
Set practical rules for account ownership, meeting reviews, sequence changes and SDR workload without relying on activity counts alone.
SDR Operations
Sales development tools
Choose sales development tools by workflow, data quality, follow-up controls and CRM access.
SDR Operations
SDR-to-sales handoffs
Agree on an SDR handoff record, give sales a clear acceptance decision, introduce the next owner and record what happens next.
SDR Operations
Tracking what happens after a meeting is accepted
Follow an accepted SDR meeting through attendance, its stated purpose and the next owner while keeping reschedules and later changes distinct.
SDR Operations
Writing call notes another teammate can use
Sales notes should let someone who missed the call continue the conversation without asking the prospect to repeat it.