30 Minutes to President's Club | No-Nonsense Sales #512 - Leadership Masterclass: The Sales Management Operating System
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Oct 16, 2025 Mark Kosoglow, an accomplished sales leader known for scaling Outreach to $250M ARR, shares his wisdom on effective sales management. He outlines a tripartite Sales Management Operating System, emphasizing operating systems, rhythms, and talent. Highlights include a five-stage sales process that redefines deal-making and risk categorization for better forecasting. Mark also dives into hiring for traits over experience, offering insights on creating a supportive environment for team growth, all while delivering actionable strategies to elevate sales leadership.
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Use Four Core Operating Rhythms
- Use four meeting rhythms: team meeting, deal review, one-on, and biweekly skill building; avoid creating extra meetings.
- Fill existing containers with focused content to limit time out of field selling.
Five-Part Team Meeting Agenda
- Run team meetings with five parts: centering, shoutouts, North Star + momentum metrics, expert updates, and quick upskilling.
- Keep the meeting focused to build culture, momentum, and clear weekly priorities.
Structure One-On-Ones For Growth
- Structure one-on-ones for relationship, personal development, professional growth, and optional skill building—not deal strategy.
- Use the time to understand context so you can set realistic expectations and support.