Lessons Learned in Growing Sales Organizations

Aug 24, 2023

Guest

Mark Thurmond

Guest

Carlos Delatorre

Guest

Dennis Lyandres

Listen to lessons learned from powerhouse revenue builders Carlos Delatorre, Dennis Lyandres, and Mark Thurmond. Topics include hiring while scaling, leadership lessons, removing friction for sales teams, assessing readiness of leaders, importance of managing time and prioritizing tasks, learning from failure in recruiting, and influential leadership over command and control leadership.

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Introduction

00:00 • 2min

The Importance of Empowering Sales Reps

02:00 • 17min

Importance of Paying Attention to the Little Details

19:10 • 5min

Recruiting for the Right Characteristics and Skills

24:31 • 14min

Lessons in Effective Communication and Hard Work

38:59 • 7min

Removing Friction and Increasing Sales Team Productivity

45:33 • 3min

Command and Control vs. Influential Leadership

48:24 • 4min

Differentiating Positional Power and Persuasive Power in Leadership

52:23 • 4min

In this episode of the Revenue Builders Podcast, we take a second look at some of our sales leader interviews over the past few months. This episode features lessons learned from three powerhouse revenue builders.

Hear from Veteran Sales Leader Carlos Delatorre on hiring while you scale. Founding CRO of Procore Dennis Lyandres talks about leadership lessons learned and the hard reality of letting people go. And, Tenable Chief Operating Officer Mark Thurmond talks about Command and Control leadership and removing friction for your sales teams.

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:51] Carlos Delatorre shares a common mistake made by first-time sales managers.

[00:05:57] The importance of assessing the readiness of leaders.

[00:08:20] The challenges of scaling without the right leaders.

[00:15:22] Taking care of oneself is crucial for making good decisions.

[00:18:15] Importance of managing time and prioritizing tasks as a leader.

[00:19:21] Paying attention to small actions to understand people better.

[00:23:56] Dennis Lyandres discusses his journey in recruiting and training his team.

[00:25:26] The importance of taking ownership in hiring.

[00:26:44] The need to learn from failure in recruiting.

[00:39:29] Communication, work ethic, becoming an SME, mentors

[00:45:53] Mark's ability to simplify and remove obstacles for his team.

[00:46:31] Mark's approach to removing friction in the system.

[00:48:25] The importance of influential leadership over command and control leadership.

[00:52:27] The power of persuasive power over positional power.

[00:53:34] The importance of explaining the “why” to get people emotionally connected.

[00:54:49] The impact of the why on successful M&A integration.

[00:55:23] The focus on validating conviction over compliance in leadership.

Learn more about our guests through the links below:
Carlos Delatorre’s LinkedIn: https://www.linkedin.com/in/cadelatorre/

Dennis Lyandres’s LinkedIn: https://www.linkedin.com/in/dlyandres/

Mark Thurmond’s LinkedIn: https://www.linkedin.com/in/mark-thurmond-350a4628/

Check out John McMahon’s book here:

https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064