Episode 34: Benefits and Challenges of Separating Roles on the Sales Team - Pleasant Rich

Are you running a “one-man show”, where you do absolutely everything yourself – from building the pipeline to closing the sale? How effective is your current system?

On this episode we’re joined by Pleasant Rich, the Director of Enterprise Sales at Outreach, a team-based sales communication platform. We discuss the benefits and challenges of separating roles on the sales team, why you shouldn’t try to fill every role yourself, and how to make the transition between roles as seamless as possible.

Episode Highlights:

• Challenges with having more aware buyers
• Passing the baton from top of funnel, to sales, to close
• Working through the four categories of authority
• SDRs and BDRs
• The evolution of the 15 minute call
• How many opportunities can you really generate?
• Planning, testing, and executing
• Doing every role versus following a separation model: Pleasant’s experience
• Training and roleplaying
• Challenges, tips, and tricks to separating roles

Resources:

Outreach.io

Connect with Pleasant on Linkedin

Quotes/Tweets:

“Salespeople love to close and we love to put out fires and we love to hop on the things that are in front of us”- Pleasant

“Multitasking is common place in every company but it’s never the most effective thing to do.”- Pleasant

“The first opportunity you have to separate sales roles is when you should do it”- Marylou