The Bridge Group

FEBRUARY 8, 2024

But if you churn 5 reps in the year, that becomes 15. Option 3: Reduce the quit rate There are entire books and mountains of posts written on this topic but excluding company culture, compensation plans, inbound leads, territory splits and 50 factors that could influence your attrition rate, I'll focus on one.

Hiring 49

Hiring Lead Rank Promotion Churn 49

The Pipeline

MARCH 18, 2011

December 2007. Instead of being thought-leaders we’ve become frenetic, selfish territory managers. We’ve become a craft of neurotic protagonists all running around spouting the latest “closing lines” and hoping again hope that we have the luck to churn out a respectable quota this quarter. Territory Alignment. April 2008.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Close.io

OCTOBER 8, 2019

Enterprise sales can be a treacherous territory if you’re an inexperienced startup founder. It was mid 2007. Organizational Churn. Here’s the story of how it made my first startup go belly-up. From B2C to B2B. We were a tiny team—just myself as the founder and one engineer. What mistake did we make here?

Oracle 53

Oracle Enterprise Enterprise Google 53

Close.io

SEPTEMBER 19, 2019

Zuora was founded in 2007 by K.V. Reduce churn. Do lots of territory planning, and a lot of planning per account. No joke, we’ve spoken to CEOs who want to make money on outbound prospecting in 90 days, but when asked how long their sales cycle is, they answer “four to six months.” Pricing and packaging model change.

Outbound 60

Outbound Case Study Ideal Customer Profile Account 60