Firing, Hiring, and Performance Improvement Plans (Ken Amar, Agoge Prospecting School)

Ken Amar returns to the leadership show to talk about how to fix an underperforming SDR organization
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
- Clearly communicate metrics, quotas, and potential performance improvement plans (PIP) during onboarding
- Design compensation plans that allow top performers to earn substantial rewards. To gain approval from finance, include decelerators where reps who don't reach 70% of quota earn no commission.
- When turning around an SDR team,iIntroduce new talent by hiring fresh SDRs and replacing underperformers to inject new energy into the team.
- Use a pod system (e.g., 4 AEs to 2 SDRs). This allows AEs to focus on key accounts while SDRs work on B and C tier accounts, generating additional meetings.
PATH TO PRESIDENT’S CLUB
Consultant @ Agoge Prospecting School
Director of Sales Development @ Vercel
Senior Manager of Sales Development @ Outreach
SDR Team Lead @ Outreach
RESOURCES DISCUSSED
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