Bridging the SDR-to-AE Promotion Gap (Two Leaders' Perspectives)

A few weeks ago, I shared my research on the failure rate of SDR-to-AE promotions. (Executive Summary: 26% of SDRs who take on an AE role fail. The shorter the SDR tenure, the higher the failure rate. The post-promotion failure rate for SDRs with 11 or fewer months experience was 55%.  The failure rate for SDRs with 16+ months experience was just 6%.) A few dozen InMails and 1.5K+ social shares later, I’ve concluded that this topic hits a nerve. The most common feedback I heard was...