> ## Documentation Index
> Fetch the complete documentation index at: https://docs.os.default.com/llms.txt
> Use this file to discover all available pages before exploring further.

# SDR to AE handoff: booking the account executive's meeting from the Chrome extension

> How to run the sales development rep (SDR) to account executive (AE) handoff with Default: an admin builds a workflow with the Extension trigger and a Display Scheduler node that books a Team event hosted by the account executive queue, and SDRs route and book the account executive's meeting from Gmail, Salesforce, or HubSpot with the Default Chrome extension, then track it under Booked by Me.

The sales development rep (SDR) to account executive (AE) handoff is the moment an SDR passes a
qualified lead to an account executive, usually by booking the account executive's first meeting
with the lead. In Default, the SDR does this from the Default Chrome extension, on the Gmail thread
or customer relationship management (CRM) record where they qualified the lead. A routing workflow
picks the account executive, so the SDR doesn't need to know whose turn it is or whose calendar is
open, and the meeting records the SDR as the rep who booked it.

This guide covers the whole motion: what an admin sets up once, what the SDR does on each handoff,
and how to follow up after the meeting is booked. For the other ways a lead or meeting moves
between reps, see [Handing off between reps](/scheduling/rep-handoffs).

## The SDR to AE handoff at a glance

| Step | Who | Where | What happens |
| - | - | - | - |
| 1. Pick up the lead | SDR | Gmail, Salesforce, or HubSpot | The extension offers the lead on the page as **Lead on this page**. |
| 2. Route the lead | SDR | Chrome extension, **Book a meeting with** | The SDR picks the handoff workflow and fills out the **Booking Form**. |
| 3. Pick the account executive | Workflow | **Display Scheduler** node | The Team event's queue picks the account executive with its routing policy. |
| 4. Book the time | SDR | Booking page | The SDR picks a time on the account executive's calendar and selects **Confirm**. |
| 5. Brief the account executive | Workflow | **Booked** branch | Optional. A Slack message tells the account executive who booked the meeting and why. |
| 6. Follow through | SDR | Chrome extension, **Meetings** tab | The meeting shows under **Booked by Me**, with **Reassign** and **No-show**. |

## Setup for the SDR to AE handoff

| Requirement | Where | Why |
| - | - | - |
| A queue of account executives with a routing policy | **Routing** → **Queues** and **Policies**. See [Queues](/queues) and [Policies](/policies). | The queue's policy decides which account executive gets each handoff. |
| A Team event hosted by that queue | **Scheduling** → **Create new event** → **Team event**, with the queue under **Host assignment**. See [Round robin and group meetings](/scheduling/round-robin-and-group-meetings). | The workflow books this event, and the queue picks its host. |
| Each account executive's calendar connected | Each account executive connects their own calendar. See [Google Calendar](/settings/integrations/google-calendar) and [Outlook](/settings/integrations/outlook). | Default checks their availability and adds booked meetings to their calendar. |
| Salesforce or HubSpot connected | **Settings** → **Integrations**. See [Salesforce](/settings/integrations/salesforce) and [HubSpot](/settings/integrations/hubspot). | The extension looks the lead up in your CRM and prefills the booking form from the record. |
| A form for the handoff details (optional) | **Forms**. See [Your forms](/forms/your-forms). | SDRs fill it out in the extension before the workflow runs, so the account executive gets the qualification notes. Set **Maps to** on its fields so the extension prefills them. |
| The extension installed for every SDR | Chrome Web Store. See [Roll the extension out to your SDRs](#roll-the-extension-out-to-your-sdrs). | SDRs route and book from the extension. |

## Build the handoff workflow

This example uses a queue named `Account Executives`, a Team event named `AE intro call` hosted by
that queue, and a form named `SDR handoff` with the details your account executives want, such as
the lead's use case, timeline, and the SDR's notes.

<Steps>
  <Step title="Start from the Extension trigger">
    In **Workflows**, create a workflow and add the **Extension** trigger. Set **Connected Form**
    to `SDR handoff`. The lead's email is always collected, and on its own it is enough to route
    the lead, so the form is optional. See [Triggers](/workflows/triggers#extension).
  </Step>

  <Step title="Book the account executive">
    Add **Display Scheduler** and set **Event** to `AE intro call`. Leave **Use event hosts** on,
    so the event's queue picks the account executive with its routing policy.
  </Step>

  <Step title="Know how long a handoff stays open">
    Workflows that start from the **Extension** trigger skip the node's **Timeout**, so leave it as
    it is. The booking page the SDR opens, and any link copied with **Copy a Booking Link for**,
    stays open for up to 24 hours after the SDR routes the lead. A booked meeting takes the
    **Booked** branch. Closing the booking page or a copied link without booking, or reaching the
    24-hour limit, takes the **Not booked** branch.
  </Step>

  <Step title="Brief the account executive (optional)">
    On **Booked**, add **Send Slack Message**. Set **Recipients** to the **Primary host**, under
    **Scheduling** in the data picker. In **Message**, type `{{` to insert the lead's details,
    the `SDR handoff` answers, and **Booked by**, the SDR who routed the lead.
  </Step>

  <Step title="Publish">
    Select **Publish** and check that the status next to the
    [deployment switch](/workflows#the-deployment-switch) reads **Live**. SDRs see the workflow
    in the extension only while it is live. Give it a name SDRs recognize, such as
    `AE handoff`, because they pick it from a list.
  </Step>

  <Step title="Try it from the extension">
    Testing is not available for workflows that start from an **Extension** trigger, so try the
    handoff yourself. In the extension, load a test lead you own, select **Book a meeting
    with**, pick the workflow, and select **Submit**. Check that the booking page shows an
    account executive from `Account Executives` in the **Host** card.
  </Step>
</Steps>

<Warning>
  A handoff you try out is real. Booking a time sends the invite and counts the assignment in the
  queue. Use a test lead, and cancel the meeting afterward from the extension's **Meetings** tab.
</Warning>

## Roll the extension out to your SDRs

Each SDR installs the extension and signs in with their Default account.

<Card title="Default Chrome extension" icon="chrome" href="https://chromewebstore.google.com/detail/defaultos-%E2%80%94-enrich-route/eickegpbdinhjlkcbmcfmledigejiign" horizontal>
  Install the extension from the Chrome Web Store.
</Card>

<Steps>
  <Step title="Install the extension">
    Open the [Default extension](https://chromewebstore.google.com/detail/defaultos-%E2%80%94-enrich-route/eickegpbdinhjlkcbmcfmledigejiign)
    in the Chrome Web Store and add it to Chrome. Pin it to the toolbar so its icon stays
    visible.
  </Step>

  <Step title="Sign in">
    Select the Default icon in the toolbar to open the side panel, then select **Sign in to
    Default**. See [Sign in](/chrome-extension#sign-in).
  </Step>

  <Step title="Check the workflow is there">
    With a lead loaded, select **Book a meeting with**. The `AE handoff` workflow should be in
    the list. The list shows the published, live workflows with an **Extension** trigger that
    the SDR has access to.
  </Step>
</Steps>

## What the SDR does on each handoff

<Steps>
  <Step title="Pick up the lead">
    Open the lead's Gmail thread, Salesforce Lead or Contact record, or HubSpot contact, then
    open the extension. Select **Use** on **Lead on this page**. On any other page, type the
    lead's email under **Who's this meeting for?**.
  </Step>

  <Step title="Check the record">
    The lead card shows the CRM record, title, and mobile number when Default has them. If the
    record is thin, select **Request enrichment** first. See
    [Request enrichment for a lead](/chrome-extension#request-enrichment-for-a-lead).
  </Step>

  <Step title="Route the lead">
    Select **Book a meeting with**, pick `AE handoff`, fill out the **Booking Form**, and select
    **Submit**.
  </Step>

  <Step title="Book the time">
    The booking page opens with the routed account executive in the **Host** card. Default adds
    the SDR under **Additional hosts** as an optional host, marked **(You)**. The SDR can stay
    on the invite, make themselves required so their own busy times show, or remove themselves.
    Pick a time and select **Confirm**.
  </Step>
</Steps>

### Book live, or send the lead a link

| Action | When to use it | What to know |
| - | - | - |
| **Book a meeting with** | The SDR is on a call or in a live thread with the lead and can pick a time now. | The meeting records the SDR as its booker, so it shows under **Booked by Me**. |
| **Copy a Booking Link for** | The lead wants to pick a time later. | The link works for up to 24 hours after the SDR routes the lead, and stops working if the lead closes it without booking. A meeting booked from the link doesn't record the SDR as its booker. |

## Track the handoff after the meeting is booked

* **See every handoff.** In the extension's **Meetings** tab, **Booked by Me** lists the meetings
  the SDR booked for someone else.
* **Tell the SDR when a meeting falls through.** Build a second workflow with the **Meeting
  Status** trigger. Set **Meeting statuses** to **No show** and **Canceled**, and **Specific
  events** to `AE intro call`. Add **Send Slack Message** with **Recipients** set to **Booked by**,
  so the SDR who booked it can follow up. A meeting the lead booked from a copied link has no
  **Booked by**. See [Triggers](/workflows/triggers#meeting-status).
* **Move a meeting to another account executive.** Select **Reassign** in the **Meetings** tab or
  the meetings dashboard. When the queue's policy allows it, the first account executive gets
  their routing credit back. See
  [Reassign a booked meeting](/scheduling/rep-handoffs#reassign-a-booked-meeting-to-another-rep).

## Troubleshooting the SDR to AE handoff

| What happens | What to check |
| - | - |
| The SDR doesn't see the workflow after selecting **Book a meeting with** | The workflow is published and **Live**, starts with the **Extension** trigger, and the SDR has access to it. |
| The panel says it couldn't route the lead | The workflow ended before it reached the **Display Scheduler** node, for example on a branch with no scheduler. Every path the handoff can take needs to reach it. |
| The booking page says the lead's booking session has ended | The session already ended: a meeting was booked from it, the SDR or the lead closed the page without booking, or 24 hours passed since the SDR routed the lead. Route the lead again. |
| The meeting isn't under **Booked by Me** | The lead booked from a copied link. Only meetings the SDR books with **Book a meeting with** record the SDR as the booker. |
| The extension doesn't offer the lead on the page | The extension picks up leads from an open Gmail thread, a Salesforce Lead or Contact page in Lightning, and a HubSpot contact page or Leads preview drawer. Elsewhere, type the email under **Who's this meeting for?**. |

## Related

* [Chrome extension](/chrome-extension): every screen in the side panel.
* [Handing off between reps](/scheduling/rep-handoffs): reassigning meetings and routing credit.
* [MQL to SQL handoff](/guides/mql-to-sql-handoff): handing a marketing-qualified lead (MQL) to
  sales, where a rep accepts it as a sales-qualified lead (SQL).
* [Round robin and group meetings](/scheduling/round-robin-and-group-meetings): Team events
  hosted by a queue.


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