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For today's episode, Randy is back with Gabe to continue the conversation on sales compensation from the CEO's perspective in the field service software space.\n\nGabe expands on how they balance inbound calls with how much their reps still need for quota. He also talks about hiring for a sales team in a remote environment and why he likes referrals when it comes to hiring. There's all this and even more in the latest episode of Tech Sales Insights.\n\nINSIGHTS OF THE DAY\nGABE: MONITORING THE BALANCE OF INBOUND CALLS FOR QUOTA\n\u201cWe don't want to all of a sudden flip the switch and say everyone has to cover 50% outbound. Because then we're going to set our team for failure and we don't want to do that. At the end of the day, we want people who blow it out, we want them to make a lot of money and it ultimately makes recruiting a lot easier.\u201d\n\nDon\u2019t miss out on our previous episode and watch out for the next ones!\nE122 Part 1 - EFFICIENCY IN IT: Guaranteed Value with the Right Software with Gabe Pinchev\n\nFind out more about Gabe Pinchev in the links below:\nLinkedIn: https://www.linkedin.com/in/gabrielpinchev/\nFieldPulse: https://www.fieldpulse.com/\n \nThis episode of Tech Sales Insights is brought to you by: \nSales Community: https://www.salescommunity.com/\nPhone Ready Leads: https://phonereadyleads.com/