Responsibilities Of An Account Executive » Week 1 » Opportunity Management In Salesforce

Q: What are the responsibilities of an account executive? Select all that apply.

Yes! During this stage, an AE might deliver a formal proposal based on verbally agreed-upon terms, make final negotiations on the price, and otherwise continue to clear roadblocks with the prospect until the prospect is ready to sign and become a customer.

Q: In what ways can a sales operations specialist empower AEs to do their jobs better? Select all that apply.

Yes! The sales ops specialist focuses on how to help optimize all stages of the sales process, so optimizing the closing stage would be helpful for the AE.

Q: An SDR is typically responsible for the Qualifying stage of the sales process, and they then hand the qualified lead to the account executive to complete the sales process. Why does this handoff between the SDR and the AE happen?

Answers may vary, but you might have mentioned: <ul> <li> The handoff between SDRs and AEs allows them to focus on and excel at their specific roles. </li> <li> The handoff prevents team members from being overwhelmed by too many tasks and responsibilities, and losing precious leads as a result. </li> </ul> It's become increasingly popular in sales to divide responsibility into different roles. Typically, SDRs seek out potential customers for a product and AEs focus on closing deals with those potential customers. This division allows SDRs and AEs to excel at their specific roles. It's also a practical decision — imagine if you were trying to close a deal, but were also on the hook for following up with tons of leads. You might become overwhelmed and, as a result, precious leads might be forgotten.

Q: What is the optimal way for an SDR to hand off a converted (i.e., qualified) lead to an AE?

Yes! Handing off leads within a CRM is optimal because that way, nothing gets lost in the process. Salesforce Chatter is an ideal way for an SDR to hand off a converted lead to an AE.

Q: Which of the following statements is true about an SDR handing off a converted lead to an AE?

Yes! The handoff can vary, so SDRs and AEs need to be on the same page regarding at what point the handoff will happen and what is considered a qualified lead. Once an SDR has collected the agreed upon, predefined amount of information on a lead, the lead is converted and then handed off to an AE. Often, the SDR hands off the lead when a meeting has been set up, which signals that the lead is qualified as a prospect and is ready for the process of selling to begin.