The Science of Scaling

The Secret to Toast's Coaching Culture w/ Jonathan Vassil (CRO, Toast)

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If a sales rep receives more than three hours of coaching a month, they beat their quota by 7% on average. If they receive less than two hours of coaching a month, they miss by 10%. (Corporate Executive Board)


Building a world class coaching culture is one of the most important ways to scale your sales and revenue. And that's what Jonathan Vassil (CRO, Toast) has done.


Jonathan talks bout:

  • Importance and influence of a sales coaching culture
  • Creating performance management systems
  • Prioritizing work ethic over industry experience in hiring
  • Scorecards and iterative review processes


    • The Science of Scaling is a HubSpot Original Podcast // Learn more about HubSpot for Startups // Produced by Matthew Brown

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