Which CRM, sources, and customer profile does the SDR FTE work from?
Fill in the CRM and the enrichment sources the SDR FTE may use, each connected as a dedicated token that can read and propose but not delete or merge without approval. Write the ideal customer profile it researches against: the segments, sizes, sectors, and signals that make an account worth a first touch.
Verify: the connection list in Setup shows the CRM and each source scoped to this property, and the profile is in the Brand Brain with provenance.
- CRM: ______ (read + propose)
- Enrichment sources: ______
- Ideal customer profile: ______
Which accounts are protected from automated outreach?
Before any outreach rule, list the accounts that never receive automated outreach at any autonomy level: named strategic accounts, existing customers, prospects a rep is actively working, and any account a rep adds. State who may add to the list, that anyone may, and who may remove, only the sales leader with a reason. State that the FTE may flag activity on a protected account but never propose outreach to it.
Verify: a protected account entered in a test never appears in an outreach proposal.
What does the SDR FTE own: research, drafts, qualification, hygiene?
The SDR FTE owns researching accounts and contacts against the profile; drafting first-touch and follow-up outreach for approval with the research attached; qualifying inbound leads by scoring each criterion in section 4 with its evidence and routing qualified leads to a rep with a summary; and CRM hygiene, proposing stage corrections, merges, and field fills with evidence, grouped by rep. Every send waits for a person until a class is promoted within bounds.
Verify: the first outreach proposal shows its research; the first qualified lead shows evidence per criterion; the first hygiene proposal shows the activity behind it.
What are the qualification criteria, and where does each get its evidence?
Write the criteria, typically fit, need, timing, and authority, and for each the evidence source: fit from company attributes against the profile, need from the form's stated problem, timing from stated deadlines or triggers, authority from the contact's role and CRM history. State that a criterion with no evidence is marked unknown, never guessed, and that a rep may send back a specific criterion with a reason.
Verify: a lead with a missing field arrives with that criterion marked unknown.
- Fit ← ______
- Need ← ______
- Timing ← ______
- Authority ← ______
What always reaches a rep, and what does the FTE never do?
List what always reaches a rep: every reply from a prospect, with the thread; anything involving a named or protected account; anything an existing customer sends; and anything about pricing, discounts, or terms. State what the FTE never does: never continues a reply thread, never quotes a price or offers a discount, never discusses contract terms, never sends to a protected account, never deletes a record or overwrites a rep's notes.
Verify: none of the never actions appears as a promotable class in Setup.
- Replies → the owning rep, thread attached
- Named or protected accounts → the account owner
- Pricing, discounts, terms → a rep, always
- Never: continue threads, quote prices, touch notes, delete
What are the outreach bounds and the targets?
Define the outreach class that may eventually earn autonomy and its bounds: cold first-touch only, to prospects outside the protected list, matching the profile, no reply threads, no named accounts. State the clean-run standard for promotion. Then set three targets: qualified pipeline created, counterweighted by rep send-backs on qualification; share of opportunities with a current next step, counterweighted by rep corrections on hygiene; and selling hours recovered per rep from the baseline, counterweighted by the send-back rate on outreach drafts.
Verify: only cold first-touch has bounds set in Setup, and the Targets tab shows evidence for each item.
How do you use this template?
Copy the sections into the first-run wizard, write the protected list with the reps before anything else, fill every blank, and test against last month's inbound leads and outreach: every lead should score with evidence or mark unknowns, and every outreach candidate should be either allowed or protected without argument. Read the send-back reasons weekly with the reps; phrasing they always edit becomes a Brand Brain rule, and a criterion always corrected is rewritten.
Review the protected list at every monthly review, because accounts change status.