1. SDR's are targeted on meetings booked, and so they don't disqualify properly...sending through anyone with a pulse.
2. No-show meetings are through the roof (due to lack of qualification).
3. AE's often refuse to prospect, developing a sense of entitlement, thus leaving lots of money on the table.
4. Buyers who experience multiple touch-points throughout the sales process can often be a source of frustration.
5. SDR's not learning fundamental sales skills as their conversations can only go so far.
6. If an SDR is sh*t-hot but the AE mediocre (i.e. useless at discovery) then the whole thing falls apart. Everyone loses.
7. If the AE is sh*t-hot but the SDR mediocre, results will be average.
8. If the AE and SDR don't work well together, their results will reflect that. Internal politics takes hold, wasting time and valuable resources.
9. Disconnect between first conversations (with the SDR) and sales meetings (with the AE) are all too common. Key information/insights not shared.
10. This double tiered hierarchy prevents the all-round development of high performing salespeople.
When I started in sales it was the all-round salesperson.
That's it - not complicated.
I just don't see the advantages of this model...
Anything I've missed?
