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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 talks about lead volume requirements to show how to move from founder-dependent selling to a repeatable, systemized revenue engine. Her roadmap for designing sales roles creates a predictable path that leads to long-term growth.
Chapters
[Start] You Didn’t Hire the Wrong Rep: Why unclear role design causes most early sales failures.
06:58 The Founding Hybrid AE Explained: Breaking down closing into one intentional role.16:54 Quotas and Compensation: How to design targets that attract senior talent and protect your cash flow.
26:47 Is Your Business Ready for This Role?: Testing offer clarity, scalability, and messaging before offloading revenue.
33:54 Supporting Without Micromanaging: Using simple KPIs to create trust and accountability.
Links & Resources
Access All Revenue Rascals Resources for FREE at www.revenuerascals.com
One-time sign-up gives you everything you need.
Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays.
Submit a Question to Michelle
Want my eyes on your revenue strategy? Grab a call with Michelle.
Revenue Rascals Discovery Call with Michelle Terpstra
Check out three ways Michelle and her team can support your path to predictable growth.
Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com
Connect with Michelle:
Today’s Sponsors:
INDEStove
Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS
Jason Markk
Get 25% off with promo code: REVENUERASCALS
Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.
Michelle Terpstra's Privacy Policy
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 talks about lead volume requirements to show how to move from founder-dependent selling to a repeatable, systemized revenue engine. Her roadmap for designing sales roles creates a predictable path that leads to long-term growth.
Chapters
[Start] You Didn’t Hire the Wrong Rep: Why unclear role design causes most early sales failures.
06:58 The Founding Hybrid AE Explained: Breaking down closing into one intentional role.16:54 Quotas and Compensation: How to design targets that attract senior talent and protect your cash flow.
26:47 Is Your Business Ready for This Role?: Testing offer clarity, scalability, and messaging before offloading revenue.
33:54 Supporting Without Micromanaging: Using simple KPIs to create trust and accountability.
Links & Resources
Access All Revenue Rascals Resources for FREE at www.revenuerascals.com
One-time sign-up gives you everything you need.
Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays.
Submit a Question to Michelle
Want my eyes on your revenue strategy? Grab a call with Michelle.
Revenue Rascals Discovery Call with Michelle Terpstra
Check out three ways Michelle and her team can support your path to predictable growth.
Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com
Connect with Michelle:
- MichelleTerpstra.com
Today’s Sponsors:
INDEStove
Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS
Jason Markk
Get 25% off with promo code: REVENUERASCALS
Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.
Michelle Terpstra's Privacy Policy
View all episodes
By Michelle TerpstraMichelle 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 talks about lead volume requirements to show how to move from founder-dependent selling to a repeatable, systemized revenue engine. Her roadmap for designing sales roles creates a predictable path that leads to long-term growth.
Chapters
[Start] You Didn’t Hire the Wrong Rep: Why unclear role design causes most early sales failures.
06:58 The Founding Hybrid AE Explained: Breaking down closing into one intentional role.16:54 Quotas and Compensation: How to design targets that attract senior talent and protect your cash flow.
26:47 Is Your Business Ready for This Role?: Testing offer clarity, scalability, and messaging before offloading revenue.
33:54 Supporting Without Micromanaging: Using simple KPIs to create trust and accountability.
Links & Resources
Access All Revenue Rascals Resources for FREE at www.revenuerascals.com
One-time sign-up gives you everything you need.
Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays.
Submit a Question to Michelle
Want my eyes on your revenue strategy? Grab a call with Michelle.
Revenue Rascals Discovery Call with Michelle Terpstra
Check out three ways Michelle and her team can support your path to predictable growth.
Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com
Connect with Michelle:
Today’s Sponsors:
INDEStove
Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS
Jason Markk
Get 25% off with promo code: REVENUERASCALS
Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.
Michelle Terpstra's Privacy Policy
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 talks about lead volume requirements to show how to move from founder-dependent selling to a repeatable, systemized revenue engine. Her roadmap for designing sales roles creates a predictable path that leads to long-term growth.
Chapters
[Start] You Didn’t Hire the Wrong Rep: Why unclear role design causes most early sales failures.
06:58 The Founding Hybrid AE Explained: Breaking down closing into one intentional role.16:54 Quotas and Compensation: How to design targets that attract senior talent and protect your cash flow.
26:47 Is Your Business Ready for This Role?: Testing offer clarity, scalability, and messaging before offloading revenue.
33:54 Supporting Without Micromanaging: Using simple KPIs to create trust and accountability.
Links & Resources
Access All Revenue Rascals Resources for FREE at www.revenuerascals.com
One-time sign-up gives you everything you need.
Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays.
Submit a Question to Michelle
Want my eyes on your revenue strategy? Grab a call with Michelle.
Revenue Rascals Discovery Call with Michelle Terpstra
Check out three ways Michelle and her team can support your path to predictable growth.
Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com
Connect with Michelle:
- MichelleTerpstra.com
Today’s Sponsors:
INDEStove
Get a free workspace stack (a $120 value) with the purchase of a stove when you use promo code: REVENUERASCALS
Jason Markk
Get 25% off with promo code: REVENUERASCALS
Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.
Michelle Terpstra's Privacy Policy