SDR Account Allocation System

Centralized Google Sheets system built to give three team leads shared visibility into account ownership across ~500 institutional accounts. Simple by design, this was the first structured allocation system built for the SDR organization and served as the foundation for later governance work.

Early in the SDR buildout, three team leads were working from a shared list of roughly 500 institutional accounts. Without a centralized system, account ownership was tracked informally, making it difficult to coordinate during reassignment and identify which accounts were available for reallocation.

This project introduced a single Google Sheets ownership layer - simple by design - that gave all three team leads a shared view of account status and introduced the hold state model that would later become the foundation for more complex allocation governance.

• No shared record of which team lead owned which account.
• No defined process for marking accounts as inactive or available for reallocation.
• Reassignment decisions happened informally with no documented handoff.
• Account availability was unclear without checking manually with each team lead.

• Master Account Sheet - Single centralized spreadsheet visible to all three team leads with ownership status per account.
• Ownership Assignment - Each account assigned to a specific team lead with clear accountability.
• Hold State - Neutral status for accounts a team lead was no longer working, flagging them as available for reallocation to another owner.
• Reassignment Review - Brief review step before a held account transferred to a new team lead, preserving context and preventing premature reassignment.

Google Sheets - SDR Allocation Framework (Status, Territory, Account, Products, Ownership Routing)

• Google Sheets

• Primary users: 3 team leads
• Account scope: ~500 institutional accounts
• Objective: establish shared ownership visibility and structured reassignment process

• Gave three team leads a shared, reliable view of account ownership for the first time.
• Introduced a structured process for releasing and redistributing accounts via hold states.
• Reduced informal ownership disputes across the early SDR team.
• Created the foundational allocation model that later evolved into a full cross-product governance system.

• Expand to support individual rep-level ownership as the team grows.
• Add timestamps to hold state transitions for better ownership tracking.
• Migrate into a more structured system as account volume and team size increase.