Managers: What do you hire for? Prospecting vs. Closing

From a leadership perspective, would you rather have pipeline-gen monsters or savage closers? Which is harder to train? which is harder to find?


We all want both- but those reps are hard to come by. Assume there is no SDR, and reps are responsible for sourcing most of their pipeline.

Prospecting or Closing?

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4
salesnerd
WR Officer
3
Head of Growth
I can coach and train closing, but if they have an empty pipeline, they're not going to generate a ton of revenue for me. 

So I take a monster prospector any day. 
CuriousFox
WR Officer
1
🦊
Hard agree. Correct and current information for the pipeline goes further than one website. I need people who go after it.
CadenceCombat
Tycoon
0
Account Executive
That’s interesting. I don’t think there’s a wrong answer here.

I said closing just because I would expect the prospecting box to get checked off on the road to becoming a good closer, but I know that’s not always the case so you make a good point. @salesnerd 
SalesPharaoh
Big Shot
0
Senior Account Executive
very interesting take.
Stringer
Arsonist
1
SDR
Often times deals are a team-sell. The VP can coach the close, but can't open the door. 

Prospect or die.
SalesPharaoh
Big Shot
1
Senior Account Executive
I'm a prospectors and I'm teaching myself to be a closer but yea I piggy back what @salesnerd has said closing can be taught via this respectable platform or your management. 
5

SDR’s/ SDR managers, what do your KPI’s look like and do you think they help?

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47
Members only

What's tougher - SDR's Job or AE's Job?

Discussion
80
What's tougher - SDR's Job or AE's Job?
52% SDR
44% AE
4% Thoughts in Comment
581 people voted
31
Members only

“It’s not my job” - AEs re: prospecting

Question
28