When a BDR Outperforms the AE: What Great Sales Leaders Do Next
In Sales, it's easy to focus on numbers.
But behind every big number, there’s often someone in the background doing game-changing work—without the reward to match.
That’s what happens when a BDR sources a deal that the AE almost walked away from… and that deal turns into a $1M+ win.
It’s not rare. But it is often overlooked.
What Great Leaders Know:
Recognition builds loyalty
Fairness fuels motivation
Promotions aren’t handouts—they’re investments in future revenue
A top BDR who finds and pushes a deal across the line isn’t just “doing their job.” They’re showing AE-level instincts. And they deserve to be seen that way.
Too many teams leave these moments uncelebrated—and lose great people because of it.
If you want more ideas on creating a healthy, high-performing culture, check out Sales Leadership Systems to Close Deals Faster.
🟨 Want the Step-by-Step Playbook?
So far, we’ve talked mindset.
But here’s the real value: What exactly should you do when this happens?
In the next section (for premium members), we’ll cover:
📅 The 3 most impactful ways to reward a BDR without messing with comp plans
📅 How to coach your BDR into an AE role (even if your org isn’t ready)
📅 Smart internal plays to get your leadership on board
📅 Scripts + templates to give credit in public channels without sounding performative
💡 Want to turn these ideas into action today? Use our fill-in-the-blanks BDR-AE Pact Template to make it official.
🎁 Bonus for Premium Members: BDR-AE Pact Template [PDF Download]
✅ Bonus Download: Build Trust, Close Faster — Together
Get the exact BDR-AE Partnership Template you can customize and use today. Clarify roles, share goals, and align on commission incentives.
What it includes:
A 1-page PDF with:
Sample “win-together” agreement
Role expectations (BDR / AE)
Bonus-sharing guidelines
Recognition & growth checklist
Clear and lightweight — designed to be used internally without HR red tape
🔐 Premium Access: The Action Plan for Sales Leaders
(This section is for premium subscribers only.)
👉 Want the full playbook? Upgrade now to unlock it instantly—plus get weekly tactics that help you grow faster, lead better, and earn more.
👉 Join 350+ top sales pros in the Premium Sales Career Hub. Get exclusive access to deeper breakdowns, real templates, and expert strategies not shared anywhere else.
🔐 Get the full Sales Leader Playbook
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🔐 The Action Plan for Sales Leaders
🏆 Step 1: Recognize in Public, Not Just in Private
Inside this premium playbook: 4 fast-action plays that help you retain your best BDRs, grow pipeline faster, and build future AEs on your team.
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