Driving Accountability and Building Trust with Chris Riley

Chris Riley serves as President of Worldwide
Field Operations of DataRobot, where he is responsible for
accelerating the company’s revenue growth and global footprint,
bringing DataRobot to organizations across all industries and
geographies. Riley previously served as Chief Revenue Officer for
Robotic Process Automation (RPA) leader Automation Anywhere,
where he led global sales in over 90 countries and managed an
ecosystem of over 1,900 partners. Prior to Automation Anywhere,
Riley served as President of Global Sales at Dell Technologies,
where he was responsible for a multi-billion dollar route to
market. Riley also served as Vice President and General Manager
for HP’s storage business at HPE. Riley lives in Naples, FL with
his family.


In this conversation with John McMahon, Chris discusses the
importance of understanding the culture and processes of a new
organization when stepping into a leadership role. He emphasizes
the need for leaders to be adaptable and willing to learn from
their teams. Chris also highlights the significance of metrics
and productivity in managing a sales organization, as well as the
importance of hiring the right people and providing them with the
necessary training and development. He shares insights on
building trust with the sales team, prioritizing pipeline
generation, and the role of mentors, coaches, and godfathers in a
leader's career.


HERE ARE SOME KEY SECTIONS TO CHECK OUT:


[00:01:51] Overview of what DataRobot does and its applications


[00:15:13] The importance of work ethic, coachability, and
aptitude in hiring


[00:23:47] Characteristics of successful leaders and the
consequences of failure


[00:38:48] The most critical step in the sales process and the
importance of a champion


[00:47:26] Navigating a sluggish economy and advice for
salespeople


[00:54:15] The importance of hard work, generating pipeline, and
following the process


HIGHLIGHT QUOTES


[00:22:02] "A mentor is somebody you can speak openly without
fear of judgment." - Chris Riley


[00:36:35] “A good leader builds trust with the team and shows
genuine interest in their success.” - Chris Riley


Learn more about Chris through this link:
https://www.linkedin.com/in/chrisriley3/


Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064