A lot of reps believe that their company is going to train them up and invest hours into them to get them to be a top performer. Even at the companies ranked #1 in training, this is not true. I hit 193% of my ramp quota my first quarter and here’s what I did outside of my required training: 1. Researched my customers, tried to understand what challenges they face and what they want to achieve (nobody cares about the features of your product). Read case studies, created ChatGPT prompts, read industry trends from neutral, 3rd party consultants (ex: Deloitte, West Monroe, etc…) 2. Found the top performers, put 30 mins on their calendar and came prepared with questions (very important). If they worked in the same office as me, I shadowed them while they made calls, when I was creating emails I asked for their input. I still ask others for advice on my outreach. 3. Picked. Up. The. Phone. I had my bosses bosses boss tell me that I had to slow down when I was ramping one time at a different company because they couldn’t keep me off the phones (I didn’t slow down). There were some internal changes with AE alignment, so it made sense to chill out on activity. But my point stands, you can only learn so much from researching. 4. Never stop learning, you’re ramping up until you’re the CEO. Outside of my regular work, I try to find new webinars, articles, listen back to past calls, etc every week to educate myself on different industries and personas we cater to and what they care about. What else would you add to the list? P.S. If you do all of this does it mean you’ll smash your quota? No. Will it make you wayyyyy more likely to smash your quota? Hands down 100%.
Motivational, thank you for the tips Andrew.
Yes Drew!!! So inspiring
Wise words for any new BDRs!
Risk Management and Insurance Student at Darla Moore School of Business | Beta Theta Pi | Gamma Iota Sigma
6moLoving the tips brother! Keep rolling.