Fixing Your Awful Onboarding & Problematic Pipeline Progression with Katherine Andruha, VP of Business Development at Fivetran - Ep 45

Episode notes

Employee churn is a serious problem that is seldom discussed, especially given how much of a detrimental impact it has on even the best companies. To help illuminate this problem and how to fix it at your organization, Katherine Andruha joins co-hosts Craig Rosenberg and Matt Amundson for a much-needed conversation filled with tips, tricks, and a few flamingos. Katherine Andruha is the Vice President of Business Development at Fivetran and has led top-performing sales teams for decades at cutting-edge SaaS companies such as Simpplr, Cloudflare, Coursera, Eightfold.ai, Anaplan, Apttus, and Aruba Networks. Katherine sheds light on where current onboarding programs fall short and shares what can be done so that employees are actually put in the best position to succeed. Additionally, Katherine dives into the importance of properly managing pipeline progression. Also, Craig recounts getting “flocked”, Matt compliments Craig’s athletic abilities, and Sam the Producer grossly mispronounces someone’s name. Critical Takeaways A comprehensive onboarding process for BDRs is critical. Make sure new BDRs aren’t making live calls until week four.

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