For an SDR to be compensated, an opportunity must:

• Have at least a potential of 20+ users (ensures large enough opportunity)
• Have no fundamental “red flags” or deal breakers- Be clearly generated by the SDR (no inbounds or from other SDRs)
• Be re-­qualified by the account executive (AE)

When to handoff?

• Does the company fit our ideal client profile?
• Are we speaking with someone with influence or power?
• Is there a clear interest in a next step? (E.g., scoping/discover call with account executive

How to handoff?

• Best: Hot­ transfer to the AE
• Good: Schedule a time on the calendars for a discovery call.
• Last Option: Email introduction between client and AE.

Audit Process

• Confirm after AE re-­qualifies
• Contact was outbound, not inbound?
• AE qualified by phone?
• SDR and AE entered notes into SFA?
• This confirms solid ROI of the team, integrity of the data, quality of work, and reduces temptations to push boundaries