30 Minutes to President's Club | No-Nonsense Sales #510 - Here’s my $250M ARR Sales Management System
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Oct 13, 2025 Mark Kosoglow, who scaled Outreach from $0 to $250M ARR, discusses his proven sales management operating system. He highlights that many new sales managers lack essential training and need a structured approach. Mark breaks down his system into three parts: the operating system for processes, the operating rhythm for enforcing practices, and a talent system for effective hiring. He also critiques flawed sales processes and introduces a buyer-centric framework. This episode is packed with insights for sales leaders striving for success!
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Managers Need Real Onboarding
- New managers never get proper onboarding even though reps do.
- Treat management as a distinct skill set, not an automatic promotion from top reps.
Build A Three-Part Management System
- Build a management operating system with three parts: operating system, rhythm, and talent.
- Use these parts to align forecasting, deal motion, and hiring to predictable outcomes.
Started From Being A Struggling Rookie
- Mark started clueless as the youngest regional sales director and had to invent his approach.
- He built the system after nearly getting fired and then used it to scale in later roles.