Getting the Most out of Your Sales Teams with Mark Thurmond

In this episode of The Revenue Builders Podcast
hosted by John McMahon and John Kaplan, they engage in a dynamic
discussion with Mark Thurmond, COO of Tenable, a veteran revenue
builder. Mark shares insights on recruiting top talent using the
concept of the "three H's" – head, heart, and hard work –
emphasizing the significance of character attributes in addition
to skills. The conversation delves into the crucial role of
effective enablement in empowering sales teams and the necessity
of removing friction within an organization to boost
productivity.


KEY TAKEAWAYS


[00:01:55] The Three H's of Recruitment: Mark simplifies
recruitment by focusing on intellect (head), passion (heart), and
work ethic (hard work) as essential attributes.
[00:04:15] The Vitality of Enablement: Enablement is a
cornerstone for success, ensuring teams are not only technically
competent but also equipped with essential skills.
[00:08:05] Frictionless Operations: Identifying and eliminating
obstacles within an organization significantly enhances the
productivity and effectiveness of the sales force.


HIGHLIGHT QUOTES


[00:01:55] "I look for the head, which is obviously the
intellect, the intelligence... the heart, the passion, the
enthusiasm... and the last one is the hard work."
[00:04:15] "Enablement is maybe the most important function a
company has... to train, enable, and ensure the most competent
salespeople."
[00:08:05] M "Removing friction is about simplifying and removing
obstacles for your team... it's on you to make sure there's no
cholesterol building up in the organization."


Listen to the full episode with Mark Thurmond
through this link:
https://revenue-builders.simplecast.com/episodes/hard-work-grit-and-removing-friction-for-your-teams


Check out John McMahon’s book here:
Amazon Link:
https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform
here: 
https://my.ascender.co/Ascender/