Mark Roberge

speaker

625 appearances 1 recordings 1 series first heard Jul 2026 last heard 1 Jul

Mark Roberge’s voice in public audio — every appearance, attributed to the second.

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Recordings per month over the last 12 months — 1 in all, peaking in Jul 2026 with 1.

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Proven Podcast · The Science of Scaling & AI - Mark Roberge · 1 Jul 2026 podcast

So first off, measure selling time, right?

So like use AI to like see how often your reps are either in meetings with people with a calendar integration or on Zooms with people with a Zoom integration.

How are we going to do it?

And try to get that to 75%.

And then the other one is your rep to manager ratio, which historically, at least in tech, has been seven to one.

And that varies if inside or outside, whatever.

But like today's AI can coach reps better than humans, most human managers.

And so you can push that to 15 to 1 if you've adequately enabled AI as a deal support and deal coacher, okay?

So the combination of selling time going from 25 to 75% and the combination of the rep to manager ratio going from 7 to 1 to 15 to 1, I think at least will double productivity per rep.

So if you had Marty and Jane producing 250K a quarter for the last three years,

they'll be producing 500K, at least, which would be profound.

Now, that's like pie in the sky.

I'm happy to dig in, Charles, to very specific use cases and how it works, but I'll let you take it from there.

Let's go there, Charles.

I rarely get to on podcasts, but dude, you're a guy that we can do this with.

And we have to take off.

I should probably take the vest off because when I'm about to do this clip, I am not Mark Roberge, managing director of Stage 2, professor at Harvard.

I am Mark Roberge, United States citizen and urban.

Okay.

So this is just me guys.

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