Startseite
Podcasts
Revenue Builders Podcast
Maximizing Sales Success with Chris Scanlan

Maximizing Sales Success with Chris Scanlan

Revenue Builders vor 1 Jahr

0:00

1:06:01

In this episode of the Revenue Builders Podcast, hosts John
McMahon and John Kaplan are joined by Chris Scanlan, Chief
Revenue Officer at HUMAN. With over two decades of experience in
cybersecurity and a history of transformative leadership, Chris
shares his insights on key topics such as sales effectiveness,
recruiting, enablement, and the importance of a robust revenue
operations function. Emphasizing the significance of a
well-defined ideal candidate profile and the indispensable role
of revenue operations in analyzing data to inform business
decisions, Chris provides practical advice and real-world
examples that any business leader can benefit from. Tune in for
an in-depth discussion that covers the fundamentals of building
high-performing teams and driving organizational change.

ADDITIONAL RESOURCES

Learn more about Chris Scanlan:

https://www.linkedin.com/in/cscanlan/

Read Force Management’s Guide to Embedding AI In Your B2B
Sales Organization:
https://hubs.li/Q03ldrzD0

Download the CRO Strategy Checklist:
https://hubs.li/Q03f8LmX0

Enjoying the podcast? Sign up to receive new episodes
straight to your inbox:
https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:39] The Importance of Recruiting in Sales

[00:05:31] Building an Ideal Candidate Profile

[00:09:46] The Role of Enablement in Sales Success

[00:14:47] Adapting to Market Changes and Challenges

[00:24:17] The Value of Continuous Training and Development

[00:29:08] Commitment to Sales Excellence

[00:35:37] Doubling Sales Productivity

[00:36:07] The Importance of Average Productivity per Rep

[00:38:57] Training and Onboarding for Success

[00:42:13] The Role of Sales Leaders in Instilling
Discipline

[00:45:42] The Critical Role of Frontline Sales Managers

[00:50:09] Revenue Operations and Data-Driven Decisions

[00:56:43] The Ideal Profile for Rev Ops

HIGHLIGHT QUOTES

"Bad news can't wait because bad news travels really slow
uphill."

"Recruiting for sure and retainment of those people has always
been one of the levers to success wherever I've been."

"The best rev ops leaders can take the data and make informed
decisions that align with the company's vision and strategy."

"This isn't something that I'm doing to you for the next three
days. This is something I'm doing for you."

"In our business, we have most of them have 50-50 plans...for
that base salary, you get paid for waking up in the morning and
doing all this stuff."

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.

Connect with Us:

LinkedIn

YouTube

Force Management