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The Blueprint for a Sales Dream Team with Mark Roberge

The Blueprint for a Sales Dream Team with Mark Roberge

Revenue Builders vor 4 Jahren

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1:13:54

In this episode of the Revenue Builders podcast, our hosts John
McMahon and John Kaplan talk to Hubspot’s original senior vice
president for sales and later Chief Revenue Officer, Mark
Roberge. Mark talks about working at Hubspot since day one,
building the sales department from the ground up, offering advice
on prioritization, hiring, addressing retention and reducing
churn. Mark also shares his present journey as a senior lecturer
at the Harvard Business School and Managing Director of the VC
firm Stage 2 Capital.

Additional Resources:

Donate to Build.org: https://build.org/

Buy Mark's book:
https://www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072

Listen to More Revenue Builders: https://forc.mx/3bfW5Od

HIGHLIGHTS

Titles generally do not mean anything

You need to learn prioritization as a sales leader

The best sales reps don't necessarily make the best sales
managers

There is no such thing as a universal top sales hire profile

Don't take coachability for granted in hiring

How Mark addressed employee retention at Hubspot

Foray into investing and the lessons learned

Is an economic winter coming?

Mark's beef with most MBAs

QUOTES

Mark answers why promoting your best seller as manager
isn't the best idea: "The job of salesperson and
manager is so different. Salesperson is going out doing great
discovery, moving people through a process, being good with your
time. Sales management is all about picking people and empathy,
understanding, connecting, and coaching and discipline."

Mark's advice for success in hiring:
"Have the discipline every quarter to sit down and look back on
your people that you hired six months ago so that you now know
are they doing well or not. And reflect on why and what those
attributes are and iterate on your scorecard. And have the
discipline to sue your scorecard in your hiring process."

Mark's three biggest lessons about
retention: "Retention is probably your biggest
number, even more than top line revenue growth. Okay, that's
learning number one. Number two, the root of retention issues is
in sales. It's not in product, usually. Sometimes in product but
most of the time the root is in sales. And number three, the best
way to fix it is through compensation."

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

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

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