Sales Representative
topic on 1 show · 2 statements across 2 episodes
5 statements about Sales Representative, every show
Mooney: Sales reps will not check dashboards unless data is pushed to them
“Reps don't need to go into dashboards. I cannot repeat that enough. They will not go and find out what their win rate is. You need to push it to them.”
Norton: Pause sales hiring unless rep calendars show 3-4 daily customer meetings
“Just look at your reps calendars. And if they don't have three or four customer facing meetings on their calendar, every single day of the week, you don't need more reps.”
Rippling schedules demos directly for reps rather than requiring self-sourcing
“I was always a big believer in, and really still to this day, like we put demos on reps calendars. We did not hire reps to be like, go out and, you know, kind of build your own pipeline.”
Çilingir: Sales reps need dedicated sales ops and deal desk support
“Don't assume that they are item men who can do it all at the same time. So this is why with the sales operations, who can support the sales people about the contracts, about the, you know, whole sales cycle and purchase process. With the deal desk or marketing…”
Bailey: Multiplying Rep Headcount by Quota Fails as a Capacity Plan
“I've seen some organizations falter because they take their attrition number, and they take the number of, sorry, they take the number of reps they have, and they multiply it by their quota. Great. We have 10 reps and a million dollar quota, so our plan for th…”