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AEs Own The Full Deal Cycle
- Path moved all reps to full-stack sales so AEs own deals from first cold call to contract signature.
- This reduces context loss and improves customer trust by keeping one seller through the process.
Make Prospecting A Daily Habit
- Prospecting should be a daily habit for top performers regardless of title.
- Block time every day to keep future pipeline healthy and avoid reactive sputters.
Start With One Hour A Day
- Start AEs with one hour a day of outbound and structured pre-activity like account research.
- Measure activities (accounts researched, emails scheduled) not immediate meeting counts during ramp.