Assertion certainty 4/5 debate potential 2/5

Bailey: 60% of Sales Leaders Anticipate Teams Will Miss Quota

Melissa Murray Bailey · Driving Peak Performance through Reimagined Management with Hootsuite CRO Melissa Murray Bailey · Jan 25, 2022 · at 1:47

This episode carries Melissa Murray Bailey's own address, with nobody on the show putting questions to them. It still counts as said, and it is kept out of every score on their page.

Hootsuite CRO Melissa Murray Bailey cites sales performance survey data during a keynote at SaaStr.

0:00 / 0:08exact quote · 8.4s
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“This is leading to 60% of sales leaders anticipating that their teams won't be able to hit quota.”

quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →

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