Hey Pipedrive enthusiasts!

If your SDRs are spending too much time managing leads instead of closing them, it’s time to streamline their workflow inside Pipedrive.

Let’s have a look at 3 Pipedrive features that you should leverage.

Lead inbox

The best way to manage SDRs in Pipedrive is by having them work from the Leads Inbox, keeping unqualified prospects separate from active deals.

When a new lead comes in, SDRs should use filters to claim unassigned leads, ensuring there’s no overlap or duplicate outreach.

Once they take ownership, they can immediately begin logging calls, sending emails, and tracking touchpoints directly in Pipedrive, keeping the entire process organized.

Meeting scheduler

A key responsibility of an SDR is qualifying leads before passing them on to closers.

Pipedrive’s built-in calendar feature allows them to book discovery calls directly within the CRM, keeping everything in one place. Meetings are automatically linked to contacts, orgs and leads, helping SDRs stay on top of follow-ups without the need for additional tools.

The calendar feature can also be used when passing qualified leads to the closers in your organization. Companies that use it at this stage usually have a more seamless transition between SDRs and closers, reducing the chances of leads slipping through the cracks.

Custom reports

Once a lead is qualified, converted into a deal and assigned the right salesperson to take over, it’s important to track SDR contributions to your pipeline.

You can easily do this by setting up a custom field, an automation and a custom report.

You need a custom field on the Lead/Deal object that you can call “Qualified By” . Once a lead is converted into a deal, an automation will store the deal’s owner name (which in this case is still the SDR’s) in the “Qualified By” field.

Then, the next step of the automation will assign the deal to one of the closers.

At this point you can build a custom report where you leverage the “Qualified By” field to break down pipeline figures by the SDR that qualified the leads as well as calculate your deal win/loss rate, depending on that.

This simple setup helps organisations have visibility on SDR contribution to pipeline and revenue, which improves motivation, morale and commitment.

Building reports that leverage custom fields is only available on the Pipedrive Professional and above plans. You can get a 30-day free trial by signing up at this link.

Happy Pipedriving! 🚀