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SDR-to-AE handoff: create a deal and associate the contact when a meeting outcome is marked qualified

One of 565 written HubSpot workflow specs, by a collective of independent HubSpot consultants.

Professional

Seat pricing: Professional edition. To build it, a GTM Seat or an Ops Seat (an Ops Seat cannot create marketing emails or sequences). Per-hub plans: Sales Hub Professional.

Contact3 stepsUpdated for HubSpot seat pricing
OutcomeA qualified discovery call produces a deal in the AE's pipeline automatically, with the contact already associated, instead of an SDR manually creating and populating a deal after every call.
Workflow mapsales-ops-025
Meeting outcome changes to Qualified leads to Existing open deal in target pipeline?. Existing open deal in target pipeline? leads to Yes: Notify SDR: already has an open deal; No: Create deal, associate contact, owner = AE. Create deal, associate contact, owner = AE leads to Create handoff call task for AE. Create handoff call task for AE leads to Notify AE of new qualified handoff. Yes No Meeting outcome changes to Qualified Existing open deal in target pipeline? Notify SDR: already has an open deal Create deal, associate contact, owner = AE Create handoff call task for AE Notify AE of new qualified handoff
Meeting outcome changes to Qualified leads to Existing open deal in target pipeline?. Existing open deal in target pipeline? leads to Yes: Notify SDR: already has an open deal; No: Create deal, associate contact, owner = AE. Create deal, associate contact, owner = AE leads to Create handoff call task for AE. Create handoff call task for AE leads to Notify AE of new qualified handoff. Yes No Meeting outcome changes to Qualified Existing open deal in target pipeline? Notify SDR: already has an open deal Create deal, associate contact, owner = AE Create handoff call task for AE Notify AE of new qualified handoff

When to use it, when not to

Use it

  • Use it when SDRs already log a consistent outcome value after each discovery call and that value reliably distinguishes qualified from not-qualified.
  • Use it when there is a clear, single next pipeline stage for a freshly qualified deal (for example, "Discovery Scheduled"), so the created deal lands somewhere consistent.
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Skip it

  • Do not use it if outcome logging is inconsistent across SDRs; a workflow built on an unreliable property just automates the inconsistency instead of fixing it. Fix the logging habit first.
  • Do not use it if a contact can have more than one open deal created from repeat qualified meetings; add a check for an existing open deal first (see Known pitfalls) or duplicate deals will pile up.
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The rest of this spec

Prerequisites · 3 items

Every property with its label, internal name, type and options, plus the assets the workflow needs.

Enrollment · 4 parts

The trigger, the criteria as ticked in the UI, the re-enrollment rule and the suppression list.

Steps · 3 numbered actions

Each action in order with its parameters, branches and delays.

Known pitfalls · 4

Traps seen in production, each with what breaks and what to do instead.

Test plan and UAT script · 3 cases, 3 variants

How to prove it works in a test portal, one case per branch, and a sign-off sheet.

Files · PDF, Markdown, JSON, CSV

The properties JSON creates the fields in one call. The workflow JSON documents the build.

Install · 1 click, switched off

The installer creates the properties and the workflow, switched off, then opens a task for what it cannot create. Nothing is deleted, enabled or enrolled.

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