In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by the Airtable CRO, Paul Ohls, to discuss the critical steps new Chief Revenue Officers (CROs) should take when joining a new organization. They delve into the importance of identifying and leveraging existing areas of success, understanding the nuances of the current sales environment, and balancing proven strategies with necessary adaptations. Whether you're a new CRO or a seasoned sales leader, this episode provides valuable insights on how to prioritize and implement changes effectively to drive revenue growth.
KEY TAKEAWAYS
[00:00:35] Challenges for New CROs
[00:01:13] Identifying Pockets of Success
[00:02:18] Reverse Engineering Success
[00:03:01] Adapting Playbooks for New Environments
[00:05:09] Universal Sales Fundamentals
HIGHLIGHT QUOTES
[00:01:01] "Coming into a new role, you have to let people know you're not a magician. It's about prioritization of what to do first."
[00:03:52] "You earn a ton of credibility by diving into what's working."
[00:05:02] "It's like a Venn diagram... there are universal things that don't really change."
[00:05:45] "Focus on the fundamentals and see if they test for real right now or if they need optimization."
Listen to the full episode with Paul Ohls through this link:
https://podcasts.apple.com/au/podcast/focusing-on-the-fundamentals-with-paul-ohls/id1610203369?i=1000633465533
Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4
Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/
Read Force Management's eBook:
https://www.forcemanagement.com/roi-of-sales-messaging
