Maximizing Sales Success with Chris Scanlan

38 snips

May 29, 2025

Chris Scanlan, Chief Revenue Officer at HUMAN, shares his wealth of experience in cybersecurity and sales leadership. He emphasizes the critical role of defining an ideal candidate profile to align talent with market needs. Chris discusses the significance of structured sales enablement and continuous training for adapting to market changes. He also highlights the importance of open communication around bad news and fostering discipline within teams for success. With practical insights, he provides a roadmap for building high-performing sales organizations.

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ANECDOTE

Recruiting Shapes Sales Success

Chris Scanlan shares that recruiting is the critical first step in sales success.
He illustrates how an ideal candidate profile must match evolving market needs, using antivirus sellers unable to transition as an example.

ADVICE

Crafting Ideal Candidate Profiles

Write tight job descriptions aligned with company values and vision.
Look for intrinsic traits in candidates like drive, initiative, and a willingness to generate pipeline proactively.

INSIGHT

Simplify Customer Buying Journey

Modern selling demands simplifying the buying process for customers.
Sellers must help prospects navigate complex approval processes instead of overwhelming them with excessive information.

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In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Chris Scanlan, Chief Revenue Officer at HUMAN. With over two decades of experience in cybersecurity and a history of transformative leadership, Chris shares his insights on key topics such as sales effectiveness, recruiting, enablement, and the importance of a robust revenue operations function. Emphasizing the significance of a well-defined ideal candidate profile and the indispensable role of revenue operations in analyzing data to inform business decisions, Chris provides practical advice and real-world examples that any business leader can benefit from. Tune in for an in-depth discussion that covers the fundamentals of building high-performing teams and driving organizational change.

ADDITIONAL RESOURCES

Learn more about Chris Scanlan:
https://www.linkedin.com/in/cscanlan/

Read Force Management’s Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0

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

[00:02:39] The Importance of Recruiting in Sales
[00:05:31] Building an Ideal Candidate Profile
[00:09:46] The Role of Enablement in Sales Success
[00:14:47] Adapting to Market Changes and Challenges
[00:24:17] The Value of Continuous Training and Development
[00:29:08] Commitment to Sales Excellence
[00:35:37] Doubling Sales Productivity
[00:36:07] The Importance of Average Productivity per Rep
[00:38:57] Training and Onboarding for Success
[00:42:13] The Role of Sales Leaders in Instilling Discipline
[00:45:42] The Critical Role of Frontline Sales Managers
[00:50:09] Revenue Operations and Data-Driven Decisions
[00:56:43] The Ideal Profile for Rev Ops

HIGHLIGHT QUOTES

"Bad news can't wait because bad news travels really slow uphill."

"Recruiting for sure and retainment of those people has always been one of the levers to success wherever I've been."

"The best rev ops leaders can take the data and make informed decisions that align with the company's vision and strategy."

"This isn't something that I'm doing to you for the next three days. This is something I'm doing for you."

"In our business, we have most of them have 50-50 plans...for that base salary, you get paid for waking up in the morning and doing all this stuff."

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