The Run Revenue Show Key Ways To Structure Your Sales Team for Revenue Growth with CRO Mark Parrinello
Ensuring that your sales team is on the same page for revenue growth is essential but also tricky.
And without a structured plan on how to keep the process organized while making sure your sales team moves in sync, you put reaching your revenue goals on the line.
Mark Parrinello is the CRO at SentinelOne, where he leads a high-growth, world-class, global sales organization that delivers cutting-edge cybersecurity solutions to enterprises.
In this episode of the Run Revenue Show, Mark discusses how revenue leaders can achieve predictable outcomes through specific processes and data-driven decision-making, the challenging and pivotal role of first-line managers, how to use your sales team to run revenue, and more.
Here’s what’s inside:
-
Implement a sales cadence for predictable revenue growth. By following a structured schedule of events and activities, your company can govern and control the sales process to achieve predictable outcomes. Challenge your teams to review their management systems and inject more rigor into their sales operations.
-
Use data-driven leadership to scale effectively. Sales forecasting and processes must evolve to support scaling effectively, and this can only happen through concrete metrics and insights. This can be achieved by incorporating tools like Clari, which provides access to data and insights that improve decision-making.
-
Invest in first-line managers. This includes training on time management, deal inspection, and effective coaching for new reps. By empowering these managers, you ensure a foundational strength at the crucial point where sales strategies are executed, and customer relationships are nurtured, ultimately leading to increased rep productivity and revenue growth.
Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision.
See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn.