Revenue Builders
Getting the Most out of Your Sales Teams with Mark Thurmond
Dec 17, 2023
Mark Thurmond, COO of Tenable and a seasoned revenue builder, shares his expertise on assembling top-notch sales teams. He emphasizes the 'three H's' of recruitment: intellect, passion, and work ethic, explaining how these traits shape effective teams. The discussion dives into the importance of robust sales enablement strategies that empower teams with essential skills. Additionally, Mark highlights the need to eliminate friction within organizations to enhance productivity, ensuring sales teams can operate efficiently and responsively.
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Quick takeaways
- Recruitment should focus on the three H's—head, heart, and hard work—to identify candidates with the right attributes.
- Effective enablement is essential for sales teams, ensuring they possess technical skills and the ongoing support needed for success.
Deep dives
The Three H's of Recruitment
Recruitment is centered around three key attributes known as the three H's: head, heart, and hard work. 'Head' signifies the intellectual capability needed to understand complex technologies and articulate customer situations effectively. 'Heart' relates to the passion and energy a candidate brings to the team, highlighting the importance of enthusiasm and a positive attitude in a high-stakes environment. Lastly, 'hard work' emphasizes the value of a strong work ethic, where candidates must demonstrate resilience and the ability to outwork others, showcasing their past struggles and triumphs in competitive situations.
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