Ashley Kelly Hired Zenefits SDRs After Only 30-Minute Phone Screens
Ashley Kelly · Ashley Kelly: The Playbook to Start and Scale Your SDR Team | E1162 · 20VC with Harry Stebbings · Jun 7, 2024 · at 31:23
Ashley Kelly, VP of Global Sales Development at Rippling, recalls her biggest hiring mistake while scaling outbound sales teams early in her career at Zenefits.
0:00 / 0:12exact quote · 12.5s
▶ Watch the full episode on YouTube → 720p mp4 · rendered on demand · StarZero watermark
“We had huge hiring goals and I remember we hired people off of just 30 minute phone screens and that was it. So it was a true, like just needed to get butts in seats as fast as possible.”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
More from Ashley Kelly
In-office SDRs significantly outperform remote peers, says Ashley Kelly
“We pivoted about nine months ago, I want to say, and started hiring in office more. And you do see the in office SDRs perform much higher than the ones that are remote, especially for outbound, just because there's so many learnings sitting next to each other.”
Brex tripled SDR revenue in six months by compensating reps on revenue
“When it worked at Brex, we were able to three X the referring revenue that SDR has brought in within six months.”
Brex saw Stage 2 leads collapse after tying SDR compensation to revenue
“The other thing at Brex is once, once we started copying them on revenue, the S two is absolutely tanked.”
Inbound SDR teams perform best when reporting to marketing
“If you're a heavy inbound org for SDR there's a lot more science to it. And being really tightly aligned with the team that's driving the funnel Is where you have that feedback loop that is so important. And so when you think about an inbound funnel you're thi…”
Outbound SDR teams are more successful reporting into sales
“Now, if you have a big outbound org, there's more of like an art to sales development at that point, you have to be a lot more proactive in the way that you're engaging cold accounts. You need to be able to educate them on a product. They probably have no idea…”