10/10 GTM
The Importance of Inputs, Outputs, and Outcomes with Chris Calkin, VP of Revenue at Census
Jul 23, 2024
Chris Calkin, VP of Revenue at Census, shares insights from over a decade in sales leadership. He emphasizes the vital role of inputs, outputs, and desired outcomes in effective team dynamics. Calkin discusses the importance of accountability, setting clear go-live dates, and fostering a proactive sales culture. He also highlights strategies for aligning sales efforts with customer motivations and the need for diverse talent in high-growth environments. The conversation dives deep into building a consistent and accountable sales team culture.
31:23
Episode guests
AI Summary
AI Chapters
Episode notes
Podcast summary created with Snipd AI
Quick takeaways
- Chris Calkin emphasizes that every team member must take ownership of their outputs to enhance organizational success and collaboration.
- Effective sales strategies require clearly defined outcomes before customer engagement to ensure proactive rather than reactive interactions.
Deep dives
The Journey to Revenue Leadership
Chris Culkin shares his pathway to becoming head of revenue at Census, detailing how an early interest in business and entrepreneurship led him into sales. His experience at a bootstrap startup taught him valuable lessons in organization and adaptability, ultimately shaping his sales career. After gaining significant experience, he pursued an MBA at Oxford to expand his business acumen and reflect on his career goals, which he attributes to his growth in leadership roles. This educational venture not only allowed him to gain diverse perspectives but also equipped him with the skills needed to lead in a broader revenue capacity.
Remember Everything You Learn from Podcasts
Save insights instantly, chat with episodes, and build lasting knowledge - all powered by AI.
