Finding Your Champion with Anne Gary

In this episode of the Revenue Builders podcast, John Kaplan and
John McMahon talk to Anne Gary, Director at Force Management.
With several sales management roles under her belt, Anne knows a
thing or two about building and operating large complex sales
organizations from scratch, resulting in closing multi-million
dollar sales. Anne talks about her journey from engineer to sales
leader, the value of understanding a company’s political
landscape, and how to identify and cultivate potential in
people. 


Additional Resources:


Connect With Anne Gary on LinkedIn |
https://www.linkedin.com/in/anne-gary-a054aa96/

Donate to The Boys & Girls Clubs of America |
https://www.bgca.org/

More about Force Management | https://forc.mx/3waMDDS

Using MEDDICC to Drive Revenue Predictability |
https://forc.mx/3mZ5r3i  

How To Enable Your Sales Team To Execute At The Buyer Level |
https://forc.mx/3QGXq0D  



HIGHLIGHTS


From engineering to sales 

Always look for a problem to solve 

How to separate the great salespeople from the good ones

Hiring for startups, then and now

Go wide and deep on the buying organization's political
landscape 

Look out for an organization's champions

If you're not constantly training, you're stagnating

How to spot a great leader



QUOTES


Anne: "So many people, they keep trying to
change things up all the time instead of just staying the course
for a while. Pick something that you know needs to be done,
implement it, stay the course and see what happens. Because we
know from engineering, you don't change 10 or 12 variables and
try to figure out what's working because you won't know." 


Anne: "Probably the biggest thing for me when I
was interviewing was to ask a salesperson about a sale that they
had been through recently, and I wanted to know about the
political landscape. I would ask them to go up the board, draw
the organization chart, and tell me who are the people that are
the influencers in the situation and have them walk me through
that." 


Anne: "I find that the best champions are the
ones that are not just about themselves and a personal win for
themselves but also about the organization win as well." 


McMahon: "I always say that you know you have a
champion when the sales process has moved from unpredictable to
predictable." 


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