SDR Process for Demos & Re-Assigning Sales Rep

Goal: Provide a simple process for SDR's to be able to Schedule Demos for NSE's based on a Matrix and Re-Assign Accounts when it Applies

Key Topics:

• Demo Assignment Matrix
• Setting Up Demos on a Record
• Re-Assing Rep? Property
  • Location on the Record
• When to Use/Process
• Live Transfer Process
• Scheduling in Advance

Demo Re-Assignment Matrix

Setting Up Demos on Records

Re-Assign Rep? Property

• This property is a Drop Down of HubSpot Users to select from 
• This should only be utilized by an SDR 

Location on Record

When to Use/Process

• The Process for the SDR involves using the matrix set up by Sales Ops to determine who the Demo will be assigned to.
• Depending on the Outcome of the Meeting, The Sales Rep assigned will email the SDR and let them know the outcome of the meeting 
  • Meeting Outcome = Completed
    • SDR Will update the Re-Assign Rep Property to said Sales Rep
    • A Workflow will trigger once that property has a known value
      • There will be a 1 minutes delay
      • A Task will then be sent to Sales Ops to make the update in our NetSuite System
  • Meeting Outcome = No Show/Cancelled
    
    • SDR Will Follow Up and try to get Demo Rescheduled
  • Meeting Outcome = Rescheduled
    
    • If Rep has Rescheduled Meeting with Customer - They will inform the SDR Based

Live Transfer Process

• When the SDR is speaking to a Win Back Customer and they state they have time to speak with a Sales Rep at that moment
  • The SDR will use the Matrix to assign the call 
  • Transfer the live call
• When the Sales Rep Completes the Demo/Conversation, they will email the "Meeting Outcome" to the SDR 
  • Utilizing the Template Created by the CRM Specialist as a guide

• The SDR will then go to the Company Record and "Log a Meeting" - Including adding the Meeting Outcome
  • The reason for this, is so the SDR can still get credit for that live transfer
• Go to the Company Record 
  • In the Top Left, Select "More" Next to the Meeting/Task/Note buttons
  • Then Select "Log a Meeting" 

• Once Selected - the Log Meeting Window will Pop Up

• SDR Will add the following information:
  • Attendee(s)
  • Outcome
  • Type = Live Transfer
  • Date/Est Time/Duration
  • Any Necessary Notes the Sales Rep passes along
• Then Select "Log Meeting" 
• This will be included in the Meetings Report for SDR Demo Tracking

Scheduling in Advance