#173 Author of “The Qualified Sales Leader,” John McMahon: The Five-Time CRO
Jan 15, 2024
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John McMahon, author of The Qualified Sales Leader, discusses the challenges of sales, the importance of persistence, corporate culture vs. coaching culture, identifying sales talent, and the intense nature of being a CRO. They also talk about the significance of building relationships, coaching and showing care in sales leadership, and the defining features of successful companies. Additionally, they explore the concept of PLG, adaptability in leadership, and the importance of grit in organizations.
Transformational leadership is more effective than managing from a position of power.
Not all managers possess strong leadership skills.
Effective salespeople who understand their clients' needs are highly valued.
Transitioning from full-time executive roles requires evaluating lifestyle desires and opportunities to give back.
Deep dives
Importance of being a transformational leader
Being a transformational leader is crucial for effective management; managing from a position of power is less effective than managing from a position of motivation and appeal.
Differentiating between managing and leading
Many people are unsure about the distinction between managing and leading; while most individuals are managers, not all of them possess strong leadership skills.
The power of effective salespeople
Effective salespeople who ask questions, tell stories, and show understanding of their clients' needs can have a significant impact and are highly valued.
Transitioning from executive roles to a new path
Transitioning away from full-time executive roles requires separating oneself from the identity associated with the role, and evaluating the desire for a different lifestyle and the opportunity to give back to others.
The Importance of Intangible Incremental Growth
One of the main ideas discussed in the podcast is the significance of intangible incremental growth in individuals. The speaker shares an example of Chris, who consistently demonstrated this growth and was highly coachable and adaptable. The ability to adapt and take coaching feedback is seen as crucial for continuous improvement and success, especially as a company scales. The speaker suggests that self-awareness plays a role in fostering coachability and adaptability, as individuals who are self-aware are more likely to internalize feedback and strive for personal growth.
The Impact of Transformational Leadership
The podcast also delves into the transition from being a transactional leader to a transformational leader. The speaker reflects on how they used to use their position of power to get what they wanted from their team, but eventually realized the importance of understanding each team member individually and helping them reach their full potential. They emphasize the need for transformational leaders who manage from a position of motivation and appeal rather than relying on authority. The speaker highlights the role of persistence and determination in adapting one's leadership style and building a successful team.
Focus on Need-to-Have Products and Differentiation
Another key point discussed in the podcast is the importance of focusing on products that solve significant pain points for customers. The speaker advises CEOs to ask three key questions: why does the customer have to buy, why do they have to buy from your company, and why do they have to do it now. By ensuring that the product addresses a real pain point and has a clear competitive differentiation, companies can build a strong market presence. The speaker also emphasizes the need for understanding market size, market growth, and timing when evaluating the potential success of a product or company.
Guest: John McMahon, author of The Qualified Sales Leader: Proven Lessons from a Five Time CRO
A hell of a lot of people work in sales. But until recently, says five-time CRO and The Qualified Sales Leader author John McMahon, it was rare for colleges and universities to offer a sales degree. Salespeople had to learn on the job from experienced coaches, and adapt. And their bosses, John explains, had to themselves as agents of transformation. “If somebody’s really smart, they’re going to pick up the knowledge,” he says. “If they have what I call a PHD — persistence, heart, and desire — they’re going to learn the skills ... You’re going to have to do thousands and thousands of repetitions before you’re going to get good.”
In this episode, John and Joubin discuss lazy LinkedIn cold calls, Tom Brady’s retirement, being “married to your job,” Carl Eschenbach, crying, sales as a calling, corporate culture vs. coaching culture, adaptable workers, opportunity vs. title, Bob Muglia, transactional leaders, sad rich people, cookie-cutter advice, handshake evaluations, and David Cancel.
In this episode, we cover:
CRO to CEO? (02:21)
Ego and relevance (04:25)
Escaping the 90-day grind (06:25)
Persistence and physical discipline (09:05)
Daily habits and positive energy (14:12)
Why John quit BMC (17:09)
Poor communication (21:17)
Was there another way? (24:37)
Identifying sales talent (28:36)
Showing that you care (32:58)
Sales leaders as hockey coaches (39:46)
Firing people (44:25)
Interviewing the right type of salesperson (49:14)
