Hilary Headley

Operating Partner, Insight Partners · 1 appearance on the record.

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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.

7statements → 1claims → 1claims resolved → 3.71/5average certainty → 1.71/5average debate potential →

1 supported 0 partly supported 0 contradicted how the 1 claim stands · each chip opens the sources

1 assertion · 1 opinion · 5 insights · every statement was checked. The predictions and assertion are the 1 claim: statements the public record can support or contradict. 1 is resolved. Everything else (opinions, insights, what ifs, disclosures) can never be settled by the record, so it carries no assessment.

The record, in short

What the tape says about how Hilary argues and how the claims held up. Everything they said, and everything said about them, is in the tabs below.

Their most notable supported claim

Assertion Supported

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.”

Hilary Headley Jun 10, 2020 ▶ 13:12 7 Key Tips & Tricks to Getting More Revenue per AE with Salesloft, Zoom and Fireeye

What they said7 Episodes1

Everything Hilary Headley said on the Official SaaStr Podcast that made the record, most notable first. Filter by type, assessment or year in the ledger →

Insight

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.”

Hilary Headley Jun 10, 2020 ▶ 5:11 7 Key Tips & Tricks to Getting More Revenue per AE with Salesloft, Zoom and Fireeye

Insight

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.”

Hilary Headley Jun 10, 2020 ▶ 5:29 7 Key Tips & Tricks to Getting More Revenue per AE with Salesloft, Zoom and Fireeye

Insight

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…”

Hilary Headley Jun 10, 2020 ▶ 10:18 7 Key Tips & Tricks to Getting More Revenue per AE with Salesloft, Zoom and Fireeye

Insight

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 …”

Hilary Headley Jun 10, 2020 ▶ 21:17 7 Key Tips & Tricks to Getting More Revenue per AE with Salesloft, Zoom and Fireeye

Insight

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…”

Hilary Headley Jun 10, 2020 ▶ 22:53 7 Key Tips & Tricks to Getting More Revenue per AE with Salesloft, Zoom and Fireeye

Assertion Supported

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.”

Hilary Headley Jun 10, 2020 ▶ 13:12 7 Key Tips & Tricks to Getting More Revenue per AE with Salesloft, Zoom and Fireeye

Opinion

Headley: LinkedIn, LeanData, and Salesloft form the perfect pre-IPO sales stack

“Between LinkedIn, like a lean data and sales loft, I think that's, that was a really perfect marriage at a couple of prior pre IPO companies.”

Hilary Headley Jun 10, 2020 ▶ 27:49 7 Key Tips & Tricks to Getting More Revenue per AE with Salesloft, Zoom and Fireeye

Appearances (1)

Episode	Date	Speaking time
7 Key Tips & Tricks to Getting More Revenue per AE with Salesloft, Zoom and Fireeye	Jun 10, 2020	9m

Hilary Headley

The record, in short

Their most notable supported claim

Appearances (1)

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