The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 20Sales: How Rippling Built Their Sales Machine: How to Hire, Train and Manage the Best SDRs, What is the Right Comp Package for Sales Teams & The Playbook to Start and Scale Your SDR Team
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Jun 7, 2024 Ashley Kelly, VP of Global Sales Development at Rippling, has a remarkable track record, scaling sales teams at top tech companies. She dives into her unconventional transition from NASCAR to sales and shares why she believes the best Account Executives start as SDRs. Ashley discusses the evolving role of AI in outbound sales and the crucial first sales playbook founders should create. She offers insights on hiring strategies, the critical qualities SDRs must possess, and her biggest hiring lessons learned along the way. Tune in for practical tips on building successful sales teams!
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From NASCAR to SDR
- Ashley Kelly started as an SDR at Zenefits, not knowing what the role entailed.
- She quickly fell in love with top-of-funnel sales and progressed to director within three years.
SDRs as a Career Launchpad
- Consider starting as an SDR for career development.
- Top Account Executives and leaders often begin their careers in sales development.
Outbound and SDR in the Age of AI
- Outbound sales and the SDR role are not dead, but they are evolving with AI.
- Focus on fundamentals and leverage AI for busy work like cleaning accounts and contact information.