SDR Feedback Loop Governance
The engineering of Calibration Cycles—establishing a structured process where Sales feedback on intent quality is used to tune the scoring weights and activation thresholds.
The "Echo Chamber" Failure
ABM programs fail silently when the data is wrong. If your intent engine triggers a surge for "HR Research" but your SDRs are calling about "Cloud Infrastructure," they stop trusting the system within 48 hours. Without a **Governed Feedback Loop**, Marketing keeps optimizing for "Surges" while Sales ignores the alerts. We fix this by mandating a "Disposition Code" for every ABM activation, turning Sales rejection into the data needed to fix the scoring model.
Trust Erosion Points
- Silent Rejection: SDRs ignoring alerts because the "last 5 were junk" without telling Marketing why.
- Static Scoring: Using the same weights for 12 months despite changes in the market or product.
- Disconnected Silos: Marketing celebrating "High Intent" while Sales reports "Low Lead Quality."
The Data-to-Human Feedback Loop
"False Surge"
-15% on Keyword X
Rule: The system only gets smarter if Sales has a structured way to say it's wrong.
Environment Implementation
6sense / Demandbase ON
We utilize Custom Disposition Fields in the Sales Insights i-Frame. We configure weekly "Signal-Accuracy Reports" to identify which specific intent keywords are driving the most Sales rejections.
Platform Off (CRM/MAP First)
We build Mandatory Feedback Gates in CRM. A task cannot be closed as "Unqualified" without selecting a "Reason Code" (e.g., Wrong Persona, Stale Intent), which is then aggregated into a Marketing tuning-dashboard.
Artifacts You Receive
- Disposition Code Library: Standardized "Rejection Reasons" for Sales to use.
- Signal Accuracy Dashboard: Real-time view of "Agreed-on Intent" vs "False Surges."
- Quarterly Tuning Cadence: A meeting agenda for Sales/Marketing model calibration.