Sales Handoff Template

Sales Handoff Template

A poor handoff between SDR and AE wastes the trust built during initial outreach and forces prospects to repeat themselves. This template ensures every handoff transfers complete context so the AE can pick up seamlessly.

Handoff Information Package

Fill out this template for every qualified lead before transferring to an AE.

Contact Information

• Name: ___
• Title: ___
• Company: ___
• Email: ___
• Phone: ___
• LinkedIn: ___
• Preferred communication channel: ___

Qualification Summary

Dimension	Details	Score (1-5)
Budget	___	___
Authority	___	___
Need	___	___
Timeline	___	___
Overall fit	___	___

Conversation History

• Date of first outreach: ___
• Channel of first response: ___
• Number of touchpoints before booking: ___
• Key topics discussed: ___
• Specific pain points mentioned (use their words): ___
• Questions they asked: ___
• Objections raised: ___

Company Context

• Industry: ___
• Employee count: ___
• Estimated revenue: ___
• Current solution/competitor: ___
• Tech stack relevant to our product: ___
• Recent company news or triggers: ___
• Other stakeholders mentioned: ___

Meeting Details

• Meeting date and time: ___
• Meeting format (call/video/in-person): ___
• Agenda agreed with prospect: ___
• Materials to prepare: ___
• Expectations set with prospect about this meeting: ___

SDR Recommendations

• Biggest opportunity in this deal: ___
• Biggest risk or objection to prepare for: ___
• Recommended case study to reference: ___
• Suggested next steps after discovery: ___
• Relationship notes (communication style, preferences): ___

Handoff Process

1. SDR completes this template and shares with assigned AE
2. AE reviews within 4 hours and asks clarifying questions
3. SDR sends warm introduction email (CC the AE) confirming the meeting
4. AE sends a brief personal note before the meeting
5. SDR stays CC’d through the first meeting for continuity
6. AE confirms handoff is complete after initial meeting

Common Handoff Mistakes

• Booking a meeting without confirming the prospect’s key pain point
• Not telling the prospect who they will be meeting with and why
• Failing to share objections or concerns the prospect raised
• Handing off to an AE who has no context on the prospect’s industry
• Losing momentum by scheduling the handoff meeting too far out

Scrapine enriches every handoff with complete company and contact intelligence, ensuring AEs have the full picture before their first conversation with a qualified prospect.