We had a fantastic interview with Adam Kay, VP of Sales from Paddle. For him creating an A-class team starts with A-class people who work in a culture of openness, accountability and trust.
Adam started his career working as a solicitor but found more enjoyment through pivoting to sales. This has informed his approach to sales culture at Paddle. Adam insists on excellence but maintains a culture of fun by hiring a team that enjoys improving.
Adam wants to understand the metrics, but more importantly, what is driving them. He is particularly interested in looking at the top of the funnel and what is coming into the pipeline. Forecast accuracy is critical, as reps need to understand what to do to hit their goals. A really thoughtful piece!