Lessons Learned in Growing Sales Organizations

In this episode of the Revenue Builders Podcast,
we take a second look at some of our sales leader interviews over
the past few months. This episode features lessons learned from
three powerhouse revenue builders.


Hear from Veteran Sales Leader Carlos Delatorre
on hiring while you scale. Founding CRO of Procore Dennis
Lyandres talks about leadership lessons learned and the
hard reality of letting people go. And, Tenable Chief Operating
Officer Mark Thurmond talks about Command and
Control leadership and removing friction for your sales teams.


 


HERE ARE SOME KEY SECTIONS TO CHECK OUT


[00:01:51] Carlos Delatorre shares a common mistake made by
first-time sales managers.


[00:05:57] The importance of assessing the readiness of leaders.


[00:08:20] The challenges of scaling without the right leaders.


[00:15:22] Taking care of oneself is crucial for making good
decisions.


[00:18:15] Importance of managing time and prioritizing tasks as
a leader.


[00:19:21] Paying attention to small actions to understand people
better.


[00:23:56] Dennis Lyandres discusses his journey in recruiting
and training his team.


[00:25:26] The importance of taking ownership in hiring.


[00:26:44] The need to learn from failure in recruiting.


[00:39:29] Communication, work ethic, becoming an SME, mentors


[00:45:53] Mark's ability to simplify and remove obstacles for
his team.


[00:46:31] Mark's approach to removing friction in the system.


[00:48:25] The importance of influential leadership over command
and control leadership.


[00:52:27] The power of persuasive power over positional power.


[00:53:34] The importance of explaining the “why” to get people
emotionally connected.


[00:54:49] The impact of the why on successful M&A
integration.


[00:55:23] The focus on validating conviction over compliance in
leadership.


 


Learn more about our guests through the links
below:
Carlos Delatorre’s LinkedIn:
https://www.linkedin.com/in/cadelatorre/


Dennis Lyandres’s LinkedIn:
https://www.linkedin.com/in/dlyandres/


Mark Thurmond’s LinkedIn:
https://www.linkedin.com/in/mark-thurmond-350a4628/


Check out John McMahon’s book here:


 https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064