Lessons Learned from Hiring 200 Reps in a Year
Nick Rathgen leads sales development at Samsara, where he’s helped hire and onboard over 200 SDRs. In his playbook, he covers where to look for SDR candidates, profiles to target, effective evaluation tools, and how to ramp new SDRs successfully.
How You Take Your Critical Internal Sales Knowledge and Turn It Into an Effective Training Program
Christi Wall has led sales enablement at Chainalysis and Ping Identity, and has supported 250+ sellers over the course of her career. In her playbook, she describes the responsibilities of sales enablement, how to set up a function, and how to measure its success.
Chatting About Running Revenue Enablement
Maggie Callahan has led revenue enablement at Convercent and Four Winds Interactive, overseeing training and onboarding for 80+ AEs and SDRs. In her playbook, she explains the key components of sales onboarding and how to design a repeatable process.
The 3-step Process to Cleaning Out Your Operations Closet
Sean Lane has led revenue operations at Drift and Upserve, and hosts Drift’s Operations Podcast. In his playbook, he explains the different roles sales ops plays, and how to build both the org and processes that make up the function.
Why Ops Pros Should Learn To Code
Kyle Morris is a CRM expert who’s run sales ops for a team of 130+ sellers at Gigya, and advised dozens of B2B software companies through his sales ops consultancy, Kicksaw. In his playbook, he outlines how different customer-facing teams should interact with a company’s CRM, and how to design a CRM instance to maximize insights and minimize headaches.
The Art And Science Of Snowflakes Sales Capacity Planning
Rachel Haley has run capacity planning while in sales ops leadership roles at Snowflake, Sumo Logic, and Salesforce. In her playbook, she details the steps of a good sales capacity planning process and the major deliverables that come out of one.