Traditional workplaces have evolved, and the rise of remote workers is one of the most noticeable changes. While advances in technology have made it easier for workers to stay connected with colleagues and clients, working with a remote team has its challenges. In what ways can leaders manage a remote team effectively? In today’s episode, Ron and Rusty talk with Brooke Bachesta, Revenue Enablement Manager at Outreach, about how she helps and enables sales developers to be successful, what leaders can do to help their reps adapt to remote work, and what advice Brooke has for salespeople who are just starting out. Brooke Bachesta started her career as an SDR, worked her way up and is now an Enablement Manager at Outreach. Her background is primarily in startups with a focus on high growth and up-market initiatives. In her current role, Brooke partners with the global inbound and outbound development teams (XDR) to attract and retain top talent, accelerate internal mobility, improve conversion rates, enhance buyer experience and increase productivity. She is also passionate about connecting with the next generation of sales professionals and works with students looking to get into SaaS. Enjoy!
Traditional workplaces have evolved, and the rise of remote workers is one of the most noticeable changes. While advances in technology have made it easier for workers to stay connected with colleagues and clients, working with a remote team has its challenges. In what ways can leaders manage a remote team effectively?
In today’s episode, Ron and Rusty talk with Brooke Bachesta, Revenue Enablement Manager at Outreach, about how she helps and enables sales developers to be successful, what leaders can do to help their reps adapt to remote work, and what advice Brooke has for salespeople who are just starting out.
Brooke Bachesta started her career as an SDR, worked her way up and is now an Enablement Manager at Outreach. Her background is primarily in startups with a focus on high growth and up-market initiatives. In her current role, Brooke partners with the global inbound and outbound development teams (XDR) to attract and retain top talent, accelerate internal mobility, improve conversion rates, enhance buyer experience and increase productivity. She is also passionate about connecting with the next generation of sales professionals and works with students looking to get into SaaS.
Enjoy!
In This Episode
04:22 - How Brooke helps sales developers be successful
08:01 - How Brooke applies the concept of leaders finding ways to help their reps win
12:40 - What leaders can do to help their reps adapt to remote work
15:33 - Why KPIs and metrics are important
23:45 - How Outreach manages its remote SDR team
27:49 - Brooke's advice to salespeople who are just starting out
Favorite Quotes
10:39 - "Sales is a mental game. You can teach people how to make cold calls, how to close a deal, or how to negotiate. But if they don't know the long game that they're playing, it can get really exhausting." - Brooke Bachesta
19:37 - “I think what's beautiful is that sales, as an industry, has really leveled up over the last couple of years. It's not just wheeling and dealing and like, oh sure, you're a hard-nosed negotiator, Wolf of Wallstreet. This is a highly-skilled role. And it does take a lot of time and energy to manage all of the cats that you're hurting, which are your deals or your prospects." - Brooke Bachesta
26:56 - "If you look at productivity, I think most businesses did see an increase in revenue when people were at home because they were just working all the time, which may not be very sustainable. What we lost though, was that human interaction." - Brooke Bachesta
Engage with Brooke Bachesta
Connect with our Hosts
The Sales Prescription on LinkedIn
Listen to more episodes of the Sales Prescription Podcast