Podcast episode
How to Navigate Firing, Hiring, and PIPs as a Leader (Ken Amar, Agoge Prospecting School)
30 Minutes to President's Club29 Aug 202434 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission. When turning around an SDR team,iIntroduce new talent by hiring fresh SDRs and replacing underperformers to inject new energy into the team. Use a pod system (e.g., 4 AEs to 2 SDRs). This allows AEs to focus on key accounts while SDRs work on B and C tier accounts, generating additional meetings. PATH TO PRESIDENT’S CLUB Consultant @ Agoge Prospecting School Director of Sales Development @ Vercel Senior Manager of Sales Development @ Outreach SDR Team Lead @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal Agoge Sequence 30MPC Training: 30mpc.com/training
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you couldn't pay rent, or you were filthy rich. How would you respond to someone like that? I think that's true. Sales is hard. The hardest part of the sales funnel prospecting, we're getting to the youngest, typically the people with the least amount of experience. “if you want your SDRs to make amazing AEs, they've got to master the” hardest part of the sales funnel. I don't think everyone's cut out for sales. I think anyone can do it, but not everyone is meant to do so. Folks, if you're listening to this as a rep, this might sound really intense and intimidating. I want to give you two examples. Number one, when I was selling insurance, and also I have a lot of friends who've worked