Ashley Kelly

Ashley Kelly: The Playbook to Start and Scale Your SDR Team | E1162

Ashley Kelly, Harry Stebbings

A comprehensive framework establishes Sales Development as a critical third pillar of go-to-market strategy, defining distinct organizational structures for inbound and outbound teams under Marketing and Sales leadership respectively. The model prescribes a 70/30 compensation split tied to qualified opportunities, aggressive four-month ramping quotas, and a rigorous hiring process that prioritizes resilience, coachability, and proven grit through targeted role-playing. By leveraging AI to automate administrative tasks while maintaining human-led personalization, the approach ensures rapid onboarding and clear internal promotion pathways that position Sales Development leadership for future executive status.