Jeremie trouillet biography

One of the questions I started with aimed to understand if he had undergone any significant transformation on the “people” side of things.

With zero hesitation, his answer was: “Yes, defining clear expectations.”

“That’s something we lacked at the beginning. We had one priority: recruiting, recruiting, recruiting. The bigger the sales force, the more revenue. The quicker, the better. And, while we were successfully recruiting for a variety of functions, we had not set up clear expectations from the start.”

As Jérémie explains what he meant by having clear expectations, he makes a distinction:

(1) Expectations on performance

“Take BDRs, for example. It’s one thing to tell them ‘book X meetings’ or ‘generate Y pipeline’, but what about what they need to do to get there?”

In other words, setting clear expectations on the activities, the input. Less on the performance, the output. The lack of activities came from a lack of expectation setting in that area.

(2) Expectations o Jeremie trouillet biography images.