Sales Team Fail 2 Reasons Why the AE/BDR

Relationship Can’t Be Successful

The Traditional Sales Model

Beth the Business Development Rep has to find and create 7 new opportunities for Adam each month.

Adam the Account Executive works out in the field,

pitching and closing sales deals to meet his annual

quota and make commissions.

For every deal they find and close together, Adam makes 10% and Beth makes 1% commission

Issue 1Conflicting Goals

BDR Goal = Multiple Leads

Doesn’t really matter… • if the leads ever close• if the potential deal is small

The BDR needs to stuff as many deals into the pipeline as possible.

AE Goal = Quota

Doesn’t really matter…• how many transactions it takes• how long it takes to get there

The AE only wants to include well-qualified, likely-to-close deals in the

pipeline.

Issue 2Brevity of the Sweet Spot

Months 1 to 3

Learning & Ramping Up

The average BDR stays in the role for 12-14 months.

Months 4 to 11

Adding consistent value in the role

Months 11 to Promotion

Burnout, Starting to close their own deals & Senioritis

The AE gets a new BDR every year, with just 6-8 months of real support

The ResultDoes the Traditional Sales Model Meet Its Goals?

Goal 3:

Support AEs

Not Achieved

BDRs are too focused on hitting their monthly quotas to

assist AEs with scheduling, CRM managements, and other

admin.

As a result, the AE spends valuable time on these

support functions instead of on selling the product.

Goal 1: Groom New AEs

Partly Achieved

Still, BDRs often realize that a promotion to Junior AE would result in a lower base salary

than going to another company.

Goal 2: Develop Business

Partly Achieved

Most of the deals that a BDR is attached to would have

probably found their way into the AE’s pipeline regardless, but

maybe not as quickly.

What kind of support do sales reps actually

need and use?

Click here to find out