Richard Harris
speaker
681 appearances
3 recordings
3 series
first heard May 2021
last heard 14 Feb
Richard Harris’s voice in public audio — every appearance, attributed to the second.
Trend
recordings per month · last 12 monthsRecordings per month over the last 12 months — 2 in all, peaking in Feb 2026 with 1.
Appearances
And that's what I've seen in the last couple of years.
You have AEs who go after a net new
You have account managers who focus on growth and expansion.
And then you even have customer success, which is a little bit more about onboarding.
So as we've seen, the sales motion keeps getting specialized.
Now, you have to be a certain level and a certain type of expense to have that account manager between sales and customer success because you also don't want to make your experience for your customer bad either with like, who the hell am I supposed to talk to?
I think it's both.
I think there's value in supporting each other and getting away from that old school, I'm not going to share my practices with you.
And I think there's value in giving an individual quota so that people can feel something.
Yeah, so I think you have to look at it by role.
So customer success,
might get a smaller individual piece and a bigger team piece, whereas the account manager might get a bigger individual piece and a smaller team piece.
I also think that this is that part where, and I don't think people do it nearly enough, is that there should always be a smidge of equity into this goal.
The more you give back to your team and they feel like they have ownership of the organization,
the longer they're going to stay, which is a whole other issue we haven't talked about in terms of retention.
I think it's fine.
And in this many years, yeah.
Are you kidding?
That's actually low, right?
Statistically, I see about one in three reps actually making it on a regular basis.
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