In Episode 22 of Sales Enabled, Dan is speaking with Galem Girmay, manager of revenue enablement at UserTesting and host of the awesome podcast, What Is Your Legacy. Galem learned early on how to hustle, and at just 10 years old found her way to get to the top of the leaderboard by outworking all the other kids. Fast forward to the today and she used that same hustle mentality to get into tech sales, first as a BDR, then AE, and now into Enablement, using those same characteristics and curiosity to learn and expand herself along the journey. 

A lot of Galem’s work is focused around helping teams improve their effectiveness with outreach and cold calling, and given that this is a challenge for all businesses today, it made sense to focus the conversation on that topic. 

In this episode, we dive into detail in areas such as:

• How do reps stay up-to-date on current outbound and prospecting best practices. 
• How to create a culture where reps and SDRs are hungry for and proactively seek-out coaching
• What are some of the specific sales culture elements that encourage sales rep development 
• The top traits that set top SDRs and sales reps apart from other people in their role 
• Who is responsible for the development of sales reps within the organisation 
• How SDRs should think about their career growth and effectively map out their next move
• What are the key skills and mindset shifts that an SDR needs to effectively transition to their next role

Galem prides herself on always trying to be the best version of herself and figure out how her experiences can positively impact and contribute to an organization and individual contributors. She definitely brings that passion and focus to this episode, making this a must-listen for anyone in a sales team that relies on outbound efforts to fill their top-of-funnel requirements.