Hilary Headley
Operating Partner, Insight Partners. On 1 show, 1 appearance. The Shows tab opens the full record on each.
operatorexecutiveinvestorLinkedIn ↗insightpartners.com ↗
Hilary Headlee is an executive and operating partner advising high-growth SaaS companies on go-to-market strategy and operational scaling. She previously led Global Sales Operations and Enablement at Zoom during its hyper-growth period.
1shows
1appearances
7statements
1resolved
1supported
0contradicted
100%fully supported
Everything Hilary Headley said on any show that made the record, most notable first. Each card names its show and opens the statement there.
Headley: Sales managers with open quotas often rush to hire suboptimal candidates
“Anytime a manager has open headcount, they typically have open quota and they will be excited to close maybe that first person and they might not be the best person that aligns.”
Headley: Recruiting must shift outbound when sales shifts outbound
“Remember that just as your sales might need to move from inbound to outbound, so might your recruiting efforts.”
Headley: Sales onboarding should target 20 outcomes across four daily sessions
“What are the top 20 things that you want your reps to walk away with, and why is it 20? Because you can structure your five day a week new hire training, two sessions in the morning, two afternoon, And that's where adults can really learn, and that's about wha…”
Headley: Ratios of 20 reps per manager destroy sales ramp and productivity
“Sales enablement seems to almost be exclusively for sales reps. And I think we've forgotten our managers and there's some things out there that I feel like a manager ratio some of the companies I've heard or even been at have been 50 to one 20 to one, and I'm …”
Headley: Test if top reps are consciously competent before promoting to manager
“Making sure that if you want to promote internally, you have the right kind of tests in there. Are they a good rep that can do it, but are they, like, consciously competent to be able to explain this is what it would look like to be a good rep and other people…”
Headley: Only 50% to 60% of SaaS sales reps typically attain quota
“Then there's the average number of reps attaining quota, which typically is about 50 to 60% in SAS.”
One line per show, most statements first. The link opens Hilary's full record on that show: the calibration, argument clarity, speaking style and every statement made there.
| Show | Role there | Eps | Statements | Record | |
|---|---|---|---|---|---|
 SAASTRLEDGER | Operating Partner, Insight Partners | 1 | 7 | 100% 1/1 | full record on the Official SaaStr Podcast → |