Pre-Sales (SDR) Department System

Every lead source — a website form, a trade show, a purchased list — enters as cards in the “Source” column recording each name's origin and volume. The SDR starts initial “Outreach” and logs responses on the card, then applies the qualification criteria in “Qualification”: need, budget, decision authority, and timeline. A qualified lead moves to “Handoff,” where it's passed to the sales team with a full summary of what happened and what the prospect expects; if the rep accepts it, the handoff is complete — if they send it back, the reason is documented on the card. Conversion rates from each source are measured in “Conversion Metrics,” and findings turn into actions in “Improvement”: a sharper script, a stricter criterion, or a source to shut down.

Chat is the daily handoff bridge between the two teams: the SDR coordinates with sales on receiving a hot qualified lead, or asks about the fate of a handoff that hasn't been acted on. All the heavy documentation lives on the card — when a rep picks up an opportunity, they see its full history from first contact, so they never start from zero with the prospect.

Information flows in a closed loop: the supervisor sets the qualification criteria and reviews conversion rates weekly; the SDRs run their cards from outreach to handoff; and the sales team responds to every handoff with acceptance or a documented reason for return. Return reasons are the fuel of “Improvement” — through them the team learns which sources produce real opportunities and which just consume sales time.