Kelly: Arbitrary SDR dial quotas lead to box-checking behavior
Ashley Kelly · From Zero to Hero: How to Dominate Outbound SaaS Sales with Rippling and Sam Blond · Jan 4, 2024 · at 18:54
Ashley Kelly, VP of Global Sales Development at Rippling, discusses structuring daily activities and metrics for SDR teams with Sam Blond.
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“If you tell a rep to make 70 dials, Guess what they're going to make? 70 and have a very hard stop at 70. And so eliminating like the, what I'll call this like checking the box type of activities throughout the day and like truly getting to a point where you have what I'll call like an SDR sales equation and working backwards off of knowing what someone's quota is.”
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