Latest / Revenue Rascals | Sales Strategies for Business Growth
You Didn’t Hire the Wrong Rep. | You Designed the Wrong Sales Role
Michelle Terpstra challenges one of the most common assumptions in sales: that a struggling sales team means you hired the wrong person. Instead, she views failure as a role-design problem, not a talent problem. Michelle walks listeners through why vague expectations and mismatched responsibilities can derail revenue long before performance ever has a chance to stabilize.
She introduces a practical framework for building a “founding hybrid account executive” role: someone who can generate pipeline, run sales conversations, and close deals in scaling companies. Michelle breaks down quotas and…
The skinny
The skinny isn't ready yet — notes appear once the transcript is processed.