The Revenue Leadership Podcast with Kyle Norton E14: A systematic approach to GTM infrastructure and talent with CRO, Martin Roth
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Jan 1, 2025 In this engaging discussion, Martin Roth, the former CRO of LevelSet known for leading a $500M exit, shares his extensive experience in scaling SMB sales teams. He explores the unique challenges of demand generation strategies for SMBs versus enterprises. Martin emphasizes the importance of in-office collaboration, micro-coaching, and structured processes to foster sales talent. He also highlights effective sales forecasting techniques and the vital role of a robust go-to-market infrastructure to drive consistent growth.
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Document Success
- Write down what sales success looks like and give it to your new hires.
- This creates a clear blueprint and allows for better coaching and accountability.
Evaluate Leaders on Middle Performers
- Judge revenue leaders by their middle performers, not their top performers.
- Top performers often succeed regardless of the system, while middle performers reveal system effectiveness.
Higher Productivity Per Rep
- Modern sales teams can achieve higher productivity per rep with the right systems.
- Tools and strategies available today enable smaller, more efficient teams.
