Team and roles
Who does the work: SDR and BDR roles, founder-led sales, working with an agency, hiring, compensation and quotas, ramp and coaching.
46 articles
- Compensation and quotas9 articles
Base, variable and quota design for SDRs, and the behaviours each plan rewards.
- Founder-led sales7 articles
Running outbound as a founder before the first hire, and when to stop.
- Hiring SDRs8 articles
Profiles, interview exercises and the signals that predict a good SDR.
- Ramp and coaching8 articles
Getting a new rep productive, and the coaching rhythm that keeps a team improving.
- SDR and BDR roles5 articles
What SDRs and BDRs do, how the roles differ, and how they fit with account executives.
- Working with an agency9 articles
What an outsourced SDR agency delivers day to day, and how to brief, manage and measure it once the choice is made.