The Critical Role of Sales Managers in Driving Growth with Scott Rudy

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Jul 24, 2025

Scott Rudy, a three-time Chief Revenue Officer now at Zywave and a former U.S. Army commander, shares his insights on the critical role of sales managers in driving growth. He highlights the importance of defining success profiles, effective coaching, and nurturing company culture. Scott discusses challenges faced by first-line managers and emphasizes accountability in hiring and retention practices. With personal anecdotes, he illustrates how cultivating an ownership mindset within sales teams can transform performance and enhance organizational success.

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INSIGHT

First Line Managers' Critical Role

First line managers are the crucial link for sales success and growth but face high challenges and expectations.
Their role includes recruiting, onboarding, coaching, and accurate forecasting, requiring strong support from second line managers.

ADVICE

Segregate Manager Responsibilities

Set clear segregation of duties between first and second line managers to avoid overlap and confusion.
Second line leaders should coach first line leaders on assessing reps, recruiting, and development plans.

ADVICE

Joint Accountability in Hiring

Hold first and second line managers jointly accountable for recruitment, assessment, and development of sales reps.
Use joint hiring decisions and ongoing review to ensure recruitment aligns with company profiles and development goals.

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In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Scott Rudy, a three-time Chief Revenue Officer, to discuss the pivotal role of first and second-line sales managers in sales performance and company growth. They explore topics ranging from the importance of having a clear position and success profiles, recruiting and developing talent, and creating a nurturing company culture. Personal anecdotes and industry insights provide a comprehensive view on effective sales leadership and the significant impact of managerial roles in an organization’s success.

ADDITIONAL RESOURCES

Learn more about Scott Rudy:
https://www.linkedin.com/in/scottrudyiii/

Watch Force Management’s Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0

Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0

Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:33] The Critical Role of First Line Managers
[00:02:33] Challenges and Responsibilities of First Line Managers
[00:03:09] Segregation of Duties: First Line vs. Second Line Manager
[00:05:41] Accountability and Development Plans
[00:08:09] The Importance of Coaching and Development
[00:10:48] Promotions and Accountability in Sales Leadership
[00:25:40] Effective Business Planning and Weekly Accountability
[00:34:46] Retention and Loss Reviews: Learning from Turnover
[00:35:45] A Lesson in Leadership: Evaluating Employees
[00:37:52] Defining Success Profiles
[00:41:46] The Importance of Continuous Recruitment
[00:44:30] Energy and Fit: Key Factors in Hiring
[00:47:13] The Role of First Line Leadership
[00:50:10] The Criticality of People in Organizations

HIGHLIGHT QUOTES

"It is up to you. That's what makes it such a hard job, but such a fun job because it's on you to deliver the number with this set of resources."
"You have to own your number. You gotta be able to predict, accurately predict, call the ball, and make your number. But you're not alone."
"It's not whether or not somebody can do something. It’s whether or not it gives them energy and they’re enthusiastic about it."
"If you’re not people focused as an organization, it shows up when someone quits or when you have to get rid of someone."
"Great cultures are ones in which you’re thinking about the success of the organization, not just individual results."