The IO Podcast: Investor + Operator How To Build A World-Class Revenue Org with Mark Cranney, Former a16z Partner | IO Podcast Ep. 5
10 snips
Nov 28, 2023 Learn from Mark Cranney, former a16z partner, as he shares his playbook for building world-class revenue organizations. Topics include finding sales leaders, hiring courageous team members, running a sales playbook, building cohesion through bootcamps, and avoiding common mistakes made by first-time founders.
AI Snips
Chapters
Transcript
Episode notes
Hiring Resistance Story
- Ben Horowitz almost didn't hire Mark Cranney due to negative reference checks.
- A story about being tough in training convinced Ben he was the right fit at Opsware.
Hire Playbook Builders
- Hire sales leaders who have built and customized their own playbooks.
- Avoid those who only run someone else's playbook without adaptation skills.
Company Boot Camps for Alignment
- Conduct company boot camps involving all teams to train and align on sales process.
- Use boot camps as a forcing function to identify and close gaps in strategy and content.