— BROOKE BACHESTA, SALES DEVELOPMENT REPRESENTATIVE MANAGER, OUTREACH
The Outreach Sales Development team needed to evaluate their sales tech stack to help them execute on a new sales coaching framework they kicked off in 2020. Outreach leaned into "The 4 Disciplines of Execution" by Chris McChesney to be the blueprint for how the sales organization would achieve goals. They needed to fulfill the disciplines of keeping a compelling scoreboard and creating a cadence of accountability.
Brooke Bachesta, Sales Development Representative Manager at Outreach would need to create a set of metrics and benchmarks that she could dynamically score and coach her team around. She would need them to be visible in order to fulfill the discipline of "keep a compelling scoreboard." Brooke identified Ambition as the solution to her scoring needs. Another discipline essential to the new framework was centered around creating a "cadence of accountability." Brooke knew she needed to coach her team in 1:1 formats that leaned very heavy into call coaching methodology. Brooke could utilize the gamification of Ambition scoring in her day-to-day coaching and power her weekly call coaching sessions with Chorus to execute on the 4 disciplines.
Meetings set by each SDR
Sales qualified leads each month
Sales accepted leads each month