George Mogannam, the CRO at Celigo, shares his wealth of experience in scaling high-growth sales organizations. He discusses the common challenges startups face and the critical role of hiring the right salespeople. George emphasizes the importance of structured onboarding, continuous enablement, and effective communication across departments. He draws parallels between athletic routines and business leadership, highlighting how structure can enhance team cohesion. Additionally, he explores the urgent need for timely hiring and the hidden costs of delays in building an effective sales team.
01:08:08
forum Ask episode
web_stories AI Snips
view_agenda Chapters
auto_awesome Transcript
info_circle Episode notes
insights INSIGHT
Common Startup Growth Barriers
Startups often hit a growth ceiling due to lack of discipline in sales execution.
Key areas needing focus are hiring right, formal enablement, KPIs, and operating rhythms.
volunteer_activism ADVICE
Clarify Sales Terminology
Establish common sales language to avoid communication breakdowns.
Clearly define roles like champion, economic buyer, and stages in sales cycle.
question_answer ANECDOTE
Mismatch in Sales Hiring Example
George shared a case where reps from mature account roles struggled in greenfield territory.
Sales skillsets must fit the territory type for success, not just product knowledge.
Get the Snipd Podcast app to discover more snips from this episode
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by George Mogannam, CRO at Celigo. George shares insights from his extensive experience in scaling high-growth businesses and leading world-class sales organizations. The discussion delves into the common challenges startups face as they grow, highlighting the importance of establishing the right hiring profiles, formal onboarding and training, key performance indicators (KPIs), and an operating rhythm to drive sustainable growth. The episode offers practical advice for CROs on building high-performing revenue teams, ensuring effective communication, and integrating sales processes across various departments to maintain a competitive edge in today's market. George emphasizes the need for continuous enablement, cultural cohesion, and the pivotal role of the CRO in fostering an accountable and disciplined sales environment.
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 [00:02:05] The Importance of Process in Scaling Startups [00:02:40] Common Challenges in Sales Organizations [00:03:43] Hiring the Right Salespeople [00:04:46] The Role of Sales Enablement [00:06:53] Defining Sales Terminology [00:09:11] Adapting Hiring Profiles for Growth [00:23:44] Onboarding and Training New Hires [00:32:03] Leveraging Tools and Metrics for Success [00:37:59] Understanding the Five Quarter Report [00:40:06] Implementing Sales Disciplines Across Departments [00:44:15] The Role of the CRO in Organizational Growth [00:48:26] The Importance of Operating Rhythms [00:52:44] Challenges in Sales Processes and Technology [00:57:02] The Impact of Remote Work on Sales Teams [01:00:00] The Criticality of Efficient Hiring Processes
HIGHLIGHT QUOTES
"When you implement these disciplines, it helps pull the rest of the company along."
"You must have the right people on the bus executing in the direction we need to go."
"A common language and definitions become critical as part of the enablement."
"Everybody loves to be in an environment where they can be led to a place they couldn't get to on their own."
"Creating a hiring profile that evolves with the company is essential; what works at one stage may not work at another."
"It's critical to have the tools and metrics in place to provide direction and identify gaps in the sales process."
Revenue Builders