AE/SDR Hand-off Friction Calculator
Grade your SDR-to-AE hand-off and price the deals it leaks.
A leaky hand-off is quietly losing ~$93,600/month. The gaps you flagged, notes and CRM completeness especially, are fixable with a required hand-off template and a booked-meeting rule.
The hand-off is the highest-value, lowest-visibility moment in the funnel, a well-qualified meeting that arrives without context often gets re-worked or dropped.
About this calculator
The moment a meeting passes from SDR to AE is the highest-value, least-monitored handoff in the funnel, a well-qualified meeting can still get re-worked from scratch or quietly dropped if it arrives without context. This calculator grades four specific hand-off behaviors and converts the resulting friction into meetings, deals, and revenue lost every month.
How to use it
- Rate four hand-off criteria as Consistent, Inconsistent, or Rarely/never: meeting booked and confirmed at hand-off, context notes/discovery captured, CRM fields complete and accurate, and AE follows up within SLA.
- Enter meetings handed off per month, meeting-to-close rate, and average deal value.
- Read hand-off leakage as a percentage, meetings and deals lost per month, and revenue lost monthly and annually.
Methodology
Each of the four criteria adds a fixed leakage contribution depending on its rating: Consistent adds 0, Inconsistent adds 6 percentage points, Rarely/never adds 14 percentage points. Total leakage is the sum across all four criteria, capped at 50%.
Meetings lost per month is meetings handed off × leakage. Deals lost is meetings lost × meeting-to-close rate. Revenue lost is deals lost × average deal value, shown monthly and annualized.
Leakage of 20% or higher is flagged as a serious problem, 10-19% as worth fixing, under 10% as tight. Because leakage sums independently across four separate failure points, even a team with three strong criteria and one weak one (like consistently missing context notes) can still land in the double-digit leakage range.
The 6-point and 14-point leakage weights per criterion are modeling assumptions representing typical impact, not measured from your specific team. Treat the leakage percentage as directionally accurate rather than a precise measurement, useful for prioritizing which of the four hand-off behaviors to fix first.
FAQ
Whichever one is currently rated Rarely/never, since it contributes more than twice the leakage of an Inconsistent rating (14 points versus 6). Context notes and CRM completeness are the two most commonly neglected in practice, since scheduling and SLA compliance are easier to enforce mechanically.
A required hand-off template that the SDR can't skip, capturing discovery notes and confirming the meeting before it counts as "handed off," combined with a firm CRM field-completeness rule and an AE follow-up SLA that's tracked, not just stated as a policy.
Because the four criteria are meant to represent distinct, real failure points, and summing them uncapped could imply losing more meetings than were ever handed off in a worst-case combination. The 50% cap keeps the estimate within a plausible range even if every criterion scores at its worst rating.