Are you expecting too much from your sales representative?

So it's really easy to bring someone in and expect that they're just going to make things happen and expect that you can hand off these responsibilities. They're going to go out there and book appointments and and just make things happen overnight. Unfortunately, that is not the case. So we have to make sure that we have a proven process for your BDRs to be successful. So this looks like you owning the strategy yourself, so making sure that you have a clear proof of concept of your sales and your lead acquisition process. So this means that yes, you have to be picking up the phone, making outbound calls. You need to understand the high level strategy of your cold email process, of your networking process, of your nurture process, as well as what moves your leads from cold all the way to close.