Yeah, the SDR ↔️ AE qualification beef is universal — most org have the same scars 😂
What actually works (without turning it into a war):
Co-own the definition of “qualified” (literally one Google Doc both sides edit)
Pay SDRs on meetings accepted by AE within 24h, not just booked
Bonus both if it turns into pipe (aligns incentives fast)
5-min pre-handoff Slack/Loom from SDR + mandatory 2-min post-call feedback from AE
Biggest game-changer I’ve seen: weekly 30-min “calibration calls” where SDRs + AEs listen to one good + one bad handoff on Gong together. Resentment melts, quality shoots up.
It’ll never be drama-free, but the teams that do the above go from constant fights to “we’re in this together” vibes in like a month.
