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The sales support model of having an Inside Sales/Business Development Representative support your Outside Sales/Account Executive is flawed. The two make an inherently inefficient team. Find out why the traditional sales team structure fails to meet its goals, and how to fix it. Read more at http://blog.prialto.com/sales-team-broken/
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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