The document discusses the responsibilities of sales development representatives (SDRs) and account executives (AEs) in seven key areas: lead qualification, lead passing, information relay, lead ownership, Google calendar management, CRM reporting and compensation, and trust and respect. For each area, it outlines the specific responsibilities of SDRs, which include qualifying leads, distributing leads to AEs, taking notes on conversations, assuming ownership of leads until a demo is completed, scheduling demos on the AEs' calendars, and reporting demo completions. It also outlines the complementary responsibilities of AEs, which include creating urgency, trusting the SDR process, being prepared during calls, owning leads after demos, managing their own calendars,

1. Sales & SDR Alignment
#Rainmaker2015
@azsalesloft
Anthony Zhang
Director Of Sales
SalesLoft
Defining a Service Level Agreement

2. #Rainmaker2015
@azsalesloft
Playing Nicely
Sales
Execu+ves
Sales
Development

3. #Rainmaker2015
@azsalesloft
The
7
Elements

4. #Rainmaker2015
@azsalesloft
Lead
Qualifica+on

5. #Rainmaker2015
@azsalesloft
What
are
a
Sales
Development
Rep’s
responsibili/es?
Lead
Qualifica/on:
SDR

6. #Rainmaker2015
@azsalesloft
To
Qualify
Prospects.
Lead
Qualifica/on:
SDR

7. #Rainmaker2015
@azsalesloft
How
do
they
do
it?
Lead
Qualifica/on:
SDR

8. #Rainmaker2015
@azsalesloft
BANT?
Batman
Appreciates
Nightly
Theatrics
Lead
Qualifica/on:
SDR

9. #Rainmaker2015
@azsalesloft
BANT
Budget.
Authority.
Need.
Timeline.
Lead
Qualifica/on:
SDR

10. #Rainmaker2015
@azsalesloft
ANUM
Authority.
Need.
Urgency.
Money.
Lead
Qualifica/on:
SDR

11. #Rainmaker2015
@azsalesloft
Qualifica+on:
Inbound
vs.
Outbound
Inbound:
Marke/ng
generated
leads,
qualify
based
on
Authority
and
Need.
Outbound:
Ideal
Customer
Profile
(ICP)
Lead
Qualifica/on:
SDR

12. #Rainmaker2015
@azsalesloft
Qualifica+on:
Unqualified
Leads
Lead
Qualifica/on:
SDR

13. #Rainmaker2015
@azsalesloft
What
are
an
Account
Execu+ve’s
responsibili/es?
Lead
Qualifica/on:
AE

14. #Rainmaker2015
@azsalesloft
To
Create
Urgency.
…
and
then
find
money.
Lead
Qualifica/on:
AE

15. #Rainmaker2015
@azsalesloft
Lead
Passing

16. #Rainmaker2015
@azsalesloft
Lead
Passing

17. #Rainmaker2015
@azsalesloft
What
are
a
Sales
Development
Rep’s
responsibili/es?
Lead
Passing:
SDR

18. #Rainmaker2015
@azsalesloft
To
distribute
leads.
“Round-­‐robin”
with
Lead
Pass
sheet.
Lead
Passing:
SDR

19. #Rainmaker2015
@azsalesloft
Lead
Passing:
SDR

20. #Rainmaker2015
@azsalesloft
What
are
an
Account
Execu+ve’s
responsibili/es?
Lead
Passing:
AE

21. #Rainmaker2015
@azsalesloft
Trust
the
SDR.
Lead
Passing:
AE
Trust
the
Process.

22. #Rainmaker2015
@azsalesloft
Informa+on
Relay

23. #Rainmaker2015
@azsalesloft
What
are
a
Sales
Development
Rep’s
responsibili/es?
Informa/on
Relay:
SDR

24. #Rainmaker2015
@azsalesloft
Take
notes
on
conversa+ons.
Salesforce,
Google
calendar,
etc.
Informa/on
Relay:
SDR

25. #Rainmaker2015
@azsalesloft
Informa/on
Relay:
SDR

26. #Rainmaker2015
@azsalesloft
What
are
an
Account
Execu+ve’s
responsibili/es?
Informa/on
Relay:
AE

27. #Rainmaker2015
@azsalesloft
Be
prepared.
Informa/on
Relay:
AE

28. #Rainmaker2015
@azsalesloft
Lead
Ownership

29. #Rainmaker2015
@azsalesloft
What
are
a
Sales
Development
Rep’s
responsibili/es?
Lead
Ownership:
SDR

30. #Rainmaker2015
@azsalesloft
Assume
full
ownership
un/l
the
prospect
has
completed
a
demo
Lead
Ownership:
SDR

31. #Rainmaker2015
@azsalesloft
What
are
an
Account
Execu+ve’s
responsibili/es?
Lead
Ownership:
AE

32. #Rainmaker2015
@azsalesloft
Assumes
ownership
once
a
demo
has
been
completed…
Lead
Ownership:
AE

33. #Rainmaker2015
@azsalesloft
…but
what
if
a
prospect
is
late…or
doesn’t
show
up
at
all?
Lead
Ownership:
AE

34. #Rainmaker2015
@azsalesloft
5-­‐7
mins
late:
Confirma/on/reminder
11-­‐13
mins
late:
Chat,
call,
or
email
SDR
Lead
Ownership:
AE

35. #Rainmaker2015
@azsalesloft
Google
Calendar

36. #Rainmaker2015
@azsalesloft
What
are
a
Sales
Development
Rep’s
responsibili/es?
Google
Calendar:
SDR

37. #Rainmaker2015
@azsalesloft
Look
at
AE’s
calendar.
Schedule
open
+mes
only.
Google
Calendar:
SDR

38. #Rainmaker2015
@azsalesloft
Google
Calendar:
SDR
Open
Open
Open
Open
Open

39. #Rainmaker2015
@azsalesloft
What
are
an
Account
Execu+ve’s
responsibili/es?
Google
Calendar:
AE

40. #Rainmaker2015
@azsalesloft
Keep
their
calendar’s
clean.
Block
off
busy
/mes…include
holidays,
vaca/ons,
lunches,
doctors
appointments,
phone
calls,
etc.
Google
Calendar:
AE

41. #Rainmaker2015
@azsalesloft
CRM
Repor+ng
&
Compensa+on

42. #Rainmaker2015
@azsalesloft
What
are
a
Sales
Development
Rep’s
responsibili/es?
CRM
Repor/ng
&
Comp

43. #Rainmaker2015
@azsalesloft
Demo
scheduled
=
open
task
in
salesforce
Never
close
an
AE’s
assigned
tasks!
CRM
Repor/ng
&
Comp

44. #Rainmaker2015
@azsalesloft
CRM
Repor/ng
&
Comp

45. #Rainmaker2015
@azsalesloft
What
are
an
Account
Execu+ve’s
responsibili/es?
CRM
Repor/ng
&
Comp

46. #Rainmaker2015
@azsalesloft
Close
any
completed
BDR
Demos…
ASAP.
CRM
Repor/ng
&
Comp
It’s
how
they
get
paid!

47. #Rainmaker2015
@azsalesloft
CRM
Repor/ng
&
Comp

48. #Rainmaker2015
@azsalesloft
Trust
&
Respect

49. #Rainmaker2015
@azsalesloft
What
are
a
Sales
Development
Rep’s
responsibili/es?
Trust
&
Respect:
SDR

50. #Rainmaker2015
@azsalesloft
Assume
AE’s
are
opera+ng
under
best
interest
of
the
company.
And
of
them.
Trust
&
Respect:
SDR

51. #Rainmaker2015
@azsalesloft
What
are
an
Account
Execu+ve’s
responsibili/es?
Trust
&
Respect:
AE

52. #Rainmaker2015
@azsalesloft
Assume
that
leads
passed
on
are
qualified.
Appreciate
and
support
SDRs.
Trust
&
Respect:
AE

53. #Rainmaker2015
@azsalesloft
Trust
&
Respect:
AE
The
Sales
Development
Team
has
the
most
challenging,
and
least
rewarding
job
in
Sales.
But
it’s
also
the
most
important.

54. #Rainmaker2015
@azsalesloft
Trust
&
Respect:
SDRs
and
AEs

55. Thank You!
#Rainmaker2015
@azsalesloft