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

Outcome. A 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 map Enrollment, branches and actions at a glance sales-ops-025

flowchart TD
    A[Meeting outcome changes to Qualified] --> B{Existing open deal in target pipeline?}
    B -->|Yes| C[Notify SDR: already has an open deal]
    B -->|No| D[Create deal, associate contact, owner = AE]
    D --> E[Create handoff call task for AE]
    E --> F[Notify AE of new qualified handoff]

When to use it, when not to

• UseUse it when SDRs already log a consistent outcome value after each discovery call and that value reliably distinguishes qualified from not-qualified.
• UseUse 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.
• SkipDo 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.
• SkipDo 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.