The Ledger
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Plank: Rippling account executives have zero outbound prospecting targets
“Outbound SDRs own the quota. Like they schedule the demos. If you're a rep at Ripley and you have zero, like actual prospecting targets.”
Rippling ties account manager compensation 70% to new business, 30% to retention
“I think, like, 70% of it is tied to selling new business, and 30% roughly is tied to retention, specifically, like, dollar retention, and it completely changed everything in our, you know, like, have just, like, out, completely outlier, like, off the charts, l…”
Rippling schedules 1,000 outbound demos monthly, half over the phone
“50% of our outbound demos we book over the phone. So we schedule like a thousand outbound demos a month in our SDR org, and literally half of them are booked over the phone.”
Rippling goals its marketing team on pipeline generated, not activity metrics
“Our marketing team has a pipeline plan that they sign up for. They don't have like a, you know, how many, you know, webinars did you do and how many content downloads did you get? Like those things are important, but like their goals are how much pipeline do y…”