Appleyard: Mandating Deal Shadowing for SDRs Accelerates Account Executive Ramp Times
Amy Appleyard · How to Scale Outbound Sales with the CROs of Outreach, Malwarebytes, HubSpot, Seismic · Dec 30, 2021 · at 33:41
Amy Appleyard discusses how allowing SDRs to listen in and shadow deals through closing accelerates their transition into successful quota-carrying sales reps.
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“Like it happens maybe because it's a big deal or because somebody is being mentored, but if that were actually built into the program, you would need more SDRs because they would have less time and, But I think if you did that, it would make the ramp time into being a quota carrying rep that much faster, and I think it would be interesting to explore that, just having them stay apart. They'll be listening in on every call. They would be just understanding, getting that mentorship kind of live and in action just while listening but you would just need a different, a little bit of a different structure because we still need those leads.”
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