What the Best Sales Leaders Do with Brian McCarthy

Brian McCarthy is an accomplished executive and leader with
progressive sales and leadership experience building and leading
talented teams to achieve hyper-growth within the enterprise
software and information services industry. Brian serves as
Rubrik’s Chief Revenue Officer, where he leads the global
go-to-market sales strategy. Previously he led the sales,
services and support teams at ThoughtSpot, where he led the
go-to-market function and the company’s SaaS transformation.
Preceding his time at ThoughtSpot, Brian came from AppDynamics,
which was acquired by Cisco, where he was responsible for leading
the Americas organization as GVP and from QlikTech where he
served as President of the Americas. He graduated from Franciscan
University.


Join us as Brian shares shares insights on managing and enabling
sales teams. He emphasizes the importance of caring for and
developing employees, and the need for leaders to have a secure
mindset. McCarthy and John McMahon discuss tracking deals and
stages in the sales process, forecasting, and improving the
probability of closing deals. Tons of lessons from two top-tier
sales leaders shared on this episode of Revenue Builders.


HERE ARE SOME KEY SECTIONS TO CHECK OUT:


[0:01:15] Brian's background and experience in sales and
leadership roles


[0:09:30] Brian's approach to managing and training people


[0:17:23] The importance of listening skills in leadership


[0:24:33] The unique approach to enablement at Rubrik


[0:42:04] The critical stage in the sales process for forecasting


[0:56:50] The metrics Brian tracks during and after the quarter


[1:02:03] The importance of focusing on productivity in a growth
company


[1:04:35] The impact of churn on productivity and the importance
of recruiting and training


[1:14:55] Leaders who consistently over forecast or wear
rose-colored glasses


HIGHLIGHT QUOTES


[0:40:33] Leaders job as an ultimate success - John
McMahon: “Your job is to get the best players and
coaches on your team. And then if you do, you're going to look
like a freaking hero, right? And you also hit on something that's
really critical is that ‘when is a leader's job done?’. A
leader's job's done is when they've been able to prove that they
were able to recruit people, train and develop those people to
take their spot.That's when it's ultimate success”


[1:13:49] The importance of looking at new and existing
deals in the forecast - Brian: “I have a much better
idea of exactly where they're going to land, plus or minus. And I
usually tell them too, as I'm going through, I'll go through and
be like, okay, so here's where each of your people are. Here's
the range: worst is this all right, I think you're going to be
about two and a half million more than you're calling here, but
okay, got it.”


 


Learn more about Brian through this link:
LinkedIn: https://www.linkedin.com/in/bkmccarthy/


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