Has anyone come across the need to have two sales development teams, one to focus on the top of the lead funnel MDRs and the other to focus on the bottom of the lead funnel SDRs? | Community
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Anonymous
December 18, 2014
Question

Has anyone come across the need to have two sales development teams, one to focus on the top of the lead funnel MDRs and the other to focus on the bottom of the lead funnel SDRs?

  • December 18, 2014
  • 1 reply
  • 740 views
We are looking to hear from any company that may have restructured or are currently structured where there exist two business development teams: one team (Marketing Development Reps) to work the top of the lead funnel in order to quickly move the leads down to the bottom of the funnel so the other business development team (Sales Development Reps) can focus on sales qualifying the lead/prospect; before handing off to the Sales Team. We are looking to compensate based on activities that can be uniqulely tracked and quantified within Marketo and Salesforce.com. The lead/prospect would be escalated from one team to the next based on a combination of demographical and behavioral lead scores. All best practices and comments welcomed.
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1 reply

Josh_Hill13
Josh_Hill13
Level 10
December 19, 2014
Usually these reps are compensated on # calls, # of SQLs, and # of meetings passed to Sales. These can all be tracked if your Reps are properly trained on the procedure. They will always do the thing that causes them to get money.
 
I'm not sure why you'd need a TOFU rep because that's what marketing nurturing is for.
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