How To Create Accountability Without Burning Out Your Sales Team with Jade Campbell

Few people have reshaped an outbound culture quite like Jade Campbell.Now leading mid-market sales at Envoy, she’s spent the last six years building the company’s SDR function, shifting the org from inbound-heavy to outbound-driven, and managing one of the highest-output AE teams in SaaS.In this conversation with Todd Busler, Jade breaks down the frameworks she uses to create real accountability from pipeline-sourced goals to a live inbound router based on weekly performance. She explains how she motivates Gen Z reps without lowering the bar, how she changed behavior without overwhelming her team, and why most leaders underutilize deal reviews and dashboards.If you manage a team or are trying to drive more outbound motion in a tough market, this one’s worth your time.In this episode, you’ll learn:How Jade reworked Envoy’s outbound motion without overwhelming her teamWhy she built an accountability system tied to pipeline, not just activitiesWhat she does differently to earn rep trust and run a high-output teamThings to listen for: (00:00) Introduction(01:49) Jade’s background and role at Envoy(02:56) Evolving from visitor management to a workplace platform(03:13) Product marketing roots and how it shaped her sales approach(05:27) Fixing early outbound: blast emails and fuzzy ROEs(07:14) Why she shifted the team to a hybrid inbound-outbound model(09:07) Building early systems: where she started and what paid off(11:06) The enablement strategy behind multi-product selling(13:34) What she got right and wrong with outbound messaging(16:52) Meltwater’s intense sales culture and how it shaped her standards(18:53) Managing Gen Z reps with high expectations and real trust(21:29) The mistake new CROs make when they try to “fix” sales orgs(25:48) How she approaches performance management and tough calls(28:31) The weekly pipeline rule that decides who gets inbound(33:13) Building a true outbound culture at a formerly inbound org(36:52) Making sales culture fun without sacrificing performance(39:13) What keeps Jade motivated as a sales leader

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