Free guide · 7 pages · PDF

Stop Wasting Leads: How to Structure Your SDR Distribution for Better Close Rates

How you hand appointments from SDRs to account executives affects show rates, close speed and revenue per lead. This guide compares three distribution models, says when each fits and explains the hybrid approach Abstrakt uses. It is for owners, sales managers, marketing leaders and revenue operations staff who route leads to a sales team.

By Amie Milner, EVP of Marketing & Sales Development

What's inside

• Why SDR-to-AE distribution is an overlooked lever on revenue per lead
• Tiered rep distribution: routing priority meetings to the strongest closers, with pros, cons and best fit
• Full round robin: even rotation across the team, with pros, cons and best fit
• 1:1 SDR-to-AE alignment: fixed pairs for tight feedback, with pros, cons and best fit
• Three questions for choosing a model, and how a hybrid of all three works in practice