On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Sarah Affleck, Director of Sales Development at Atlanta’s Rigor.

If there ever was a person that “bleeds Rigor blue,” it’s Sarah. Since starting with the company about 4 years ago, she’s held nearly every position in sales development – BDR, Team Lead, BDR Manager, and now Director. 

Throughout the pod, Collin and Sarah discuss Rigor’s in-depth onboarding process, and why the fast-growing company teaches each new SDR both the tactical skills needed for the job, as well as how sales development contributes to the success of the company as a whole. Highlights include: why Sarah teaches the “why” behind the SDR job ([15:07]), how Sarah teaches the “why” ([17:45]), Rigor’s sweeping onboarding document ([30:27]), managing 50 activities per day ([49:41]), the impact of Rigor’s onboarding process ([54:04]), and cold call Collin ([57:40]).