She addresses reps who ask why they can't leave prospecting to a BDR or wait for inbound. Her first reason is that prospecting builds your own system of leads, and closing a deal you sourced yourself is like no other feeling. Her second is that in a high-pressure sales job you shouldn't leave your ability to hit target or reach President's Club in someone else's hands.

“Why would you ever leave your ability to perform or to get to President's Club in somebody else's hands?”

Listen to the episode Episode Sales team, hiring & comp Link to this