The handoff between agent/SDR and AE is where pipeline leaks. Define a clear qualification bar, automate the routing, transfer full context, and give the AE a fast path to accept or bounce so nothing stalls at the seam.
Agree the qualification bar
Define exactly what "sales-ready" means — the criteria a conversation must meet before it reaches an AE. A shared, explicit bar prevents the classic tension where SDRs think leads are ready and AEs don't. Encode it in routing rules, not tribal knowledge.
Automate the routing
Use conversation routing and hand-off automation so a qualified reply reaches the right AE automatically, by territory, segment, or round-robin. Manual handoffs introduce delay exactly when speed matters most.
Transfer full context
The AE should inherit the complete timeline — every touch, signal, and reply — not a summary. turgo carries the Golden Record and conversation history into the handoff so the AE walks in informed and the prospect never repeats themselves.
Give AEs an accept/bounce path
Let AEs quickly accept a handoff or bounce it back with a reason if it's not actually ready. That feedback tightens the qualification bar over time and keeps trust between the agent motion and the AE team.
