Playbook · Pipeline
Forecasting the SDR-to-AE handoff conversion
The handoff is the most fumbled moment in B2B pipeline. The handoff conversion rate (booked → kept → qualified) you should benchmark against, the 3 metrics to track, and the 'context handoff' template that recovers 15-20% of historically-lost meetings.
01The play
Summary
The handoff is the most fumbled moment in B2B pipeline. The handoff conversion rate (booked → kept → qualified) you should benchmark against, the 3 metrics to track, and the 'context handoff' template that recovers 15-20% of historically-lost meetings.
02Expected outcome
Outcome: Healthy SDR-to-AE handoff: 70-80% kept rate, 50-60% qualified rate. Below those = process problem.
Success metric: Handoff conversion stable or improving quarter-over-quarter.
03Anti-patterns · do not run this when
- Do not measure SDR on booked alone — measure on qualified handoffs
- Do not let AE reject handoffs without documenting why
- Do not skip the context-handoff — AE walks in blind otherwise
Playbook entry · ships as-of {date('M Y')}. Operator-written, no theory inflation. If you've run this play and the numbers don't match yours — or the rhythm needs a tweak — write to [email protected] and we'll revise.
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