FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding
Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission.
When turning around an SDR team,iIntroduce new talent by hiring fresh SDRs and replacing underperformers to inject new energy into the team.
Use a pod system (e.g., 4 AEs to 2 SDRs). This allows AEs to focus on key accounts while SDRs work on B and C tier accounts, generating additional meetings.
PATH TO PRESIDENT’S CLUB
Consultant @ Agoge Prospecting School
Director of Sales Development @ Vercel
Senior Manager of Sales Development @ Outreach
SDR Team Lead @ Outreach
RESOURCES DISCUSSED
