Hi everyone,
I’m currently managing a sales pipeline where the process goes as follows:
The BDR owns the deal up until the demo, and then the AE takes over after the demo.
The issue: when we change the deal owner from BDR to AE, we lose the ability to report on conversion rates by BDR, since the original owner is overwritten.
What’s the best way to handle this handoff while keeping accurate reporting on BDR performance? Ideally, we want to track ownership for follow-up purposes, but still report on the original BDR’s performance across the funnel.
Thanks in advance!
@Mrodriguez25ES
To achieve this, here are two effective options:
Option 1: Use a Custom Property
Create a custom property, such as “Original Deal Owner,” and set it up as a HubSpot user property. This property type automatically includes all users in your account and allows you to store the BDR’s name or ID separately from the default deal owner property. Use a workflow to populate this property automatically when the deal is created. This ensures that the original owner is preserved for reporting purposes even after ownership is transferred to the AE, allowing you to track BDR performance across the funnel.
Option 2: Leverage the Deal Collaboration Feature
Instead of transferring ownership, add the AE as a collaborator on the deal. The BDR remains the deal owner for reporting purposes, and the AE can access and work on the deal without overwriting ownership. For attribution credit, consider deal splits if needed (available in Sales Hub Enterprise).
Both options ensure smooth handoffs while preserving accurate reporting on BDR performance.
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