Today, we sat down with one of the Most Influential Women in Sales (AA-ISP). Sally Duby is the Chief Sales Officer and Partner at The Bridge Group, and in this episode, she brings insightful advice on how to set up Sales for success.
Arthur and Sally discuss how SaaS companies can assess if they have a replicable sales model, training and onboarding Sales Frontline Managers, how to set Quotas, how to evaluate the health of your pipeline, and ramp-up times for SDR/AEs. Additionally, she shares 3 common mistakes to avoid when scaling Sales.
Listen out for:
3:50 Lessons from Sally Duby
7:00 The importance of Alignment in the company
14:00 Do I have a replicable sales model?
16:00 Three Mistakes to Avoid
18:00 Training and Onboarding Frontline Managers
27:00 How to Set Quotas
32:00 How to evaluate if you have a healthy pipeline
42:30 Which is a good ramp-up time for SDR/AEs?
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