Basics
SDRs are never allowed to manually tag themselves as this on any Opportunity
SR Owner
The standard length of Lead & Contact Protection once someone has touched them.
What is 30 days?
Failing to dedupe properly before working a Lead puts an SDR at risk of doing this to another rep.
What is a Toe-Step?
The percentage of ACV a Verified Duplicate product line must make up of the subsequent opportunity.
What is at least 50%?
Before creating an opportunity, these 3 details MUST be on the Lead record.
What are SIC code, HQ address, and employee count?
The three "Input" metrics that make up an SDR's Input Score.
What are Calls, Flips (S1s), and Bumps (S2s)?
SDRs must NEVER do this to Leads for Current Customer Accounts after working them for 30 days, or they lose touch.
What is archive them?
The window within which an SDR must Chatter a peer with valid touch after creating an Opportunity from a Chat/800.
What is 90 minutes?
The name for a scenario where an opp opens in an account after an SDR opens an opportunity in the account (Within 30 Days, Same L2 Product Line). ($400)
What is a Verified Duplicate Opportunity?
The 2 SMB AE types (not including Account specialists) that SDRs can flip to.
What are Core AE and Data Foundations (Mulesoft AE)?
The activity tag an SDR logs when working a lead generated via referral from a peer, coworker, or friend.
What is #Bluebird?
This rule applies to the entire Account for 30 days after an SDR opp deads out, regardless of whether it was New Business or Current Customer.
What is Dead Opp Protection?
Lead protection starts on the first day of activity and lasts this many days
What is 30 days, expiring 30 days after the first activity
An SDR has credit on an opportunity claimed through net new business or current customer rules. That SDR's protection now extends to new opportunities that match the original "bridge" opportunity on this.
What is the same L2 product line?
The AE who owns all Slack Flips, regardless of Segment. ($200)
What is the Core Account Executive?
This is how the Outputs Performance Score is weighted between TRXa and ACV$ (percentage of each).
What is 30% TRXa / 70% ACV$?
SDR A receives a lead for "XYZ Health" named John Smith, mailto:jsmith@gmail.com, (1)765-855-5555. SDR B has a valid touch on "Healthcare Plus", John Smith, mailto:john@healthplus.com, (1)765-855-5555. SDR A has to pass the lead to SDR B because of this rule.
What is the 2/3rds rule?
For ENTR/Strat leads without a BDR on the Account Team, an SDR should convert the lead into this and change the converted status to what? ($200)
What is convert into the Account and set status to Contact - Did Not Connect?
Cross-cloud allocation and industry clouds normally count as separate L2s, but for this one product they count as the same L2.
What is Sales Cloud?
To create a split opportunity, you must do this to the original lead first, before you create the first opportunity & log the activity
What is clone the lead?
The per-deal cap on ACV$ attainment credit.
What is $35K per deal?
The FTE and product condition required before an SDR can pipe Qualified onto an Opportunity.
What is >150 FTE with active Sales Cloud licenses (or Qualified included on the same opportunity)?
When passing a Non-AMER lead (HQ outside US/Canada), the SDR changes this field and checks this box.
What is the two-digit Country Code check Active Assignment Rule box"?
The tag for Team credit on a verified-duplicate AE opp opened within 30 days of the SDR's NB Opp closing.
What is #SR_Team_NB_Rule2?
The three status/notes/ownership changes an SDR must make once leadership confirms a lead is fraud. ($600)
What are changing status to Archived – Bad Number/Bad Email, adding #FraudLikely to SDR Notes, and reassigning ownership to @Brendan McCulloch