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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volunteer_activism ADVICE
Recruit Using The Three H's
Recruit salespeople based on the three H's: head (intellect), heart (passion), and hard work ethic.
These traits define character and drive success beyond just skills.
volunteer_activism ADVICE
Prioritize Sales Enablement
Prioritize enablement as a key function to train and equip your sales team comprehensively.
Consistent training combats obsolescence and drives effective sales performance.
volunteer_activism ADVICE
Keep Enablement Reporting Direct
Ensure enablement reports directly to the COO or CRO to maintain control and relevance of training.
This avoids misalignment and ensures training stays in sync with sales strategy.
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In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, they engage in a dynamic discussion with Mark Thurmond, COO of Tenable, a veteran revenue builder. Mark shares insights on recruiting top talent using the concept of the "three H's" – head, heart, and hard work – emphasizing the significance of character attributes in addition to skills. The conversation delves into the crucial role of effective enablement in empowering sales teams and the necessity of removing friction within an organization to boost productivity.
KEY TAKEAWAYS
[00:01:55] The Three H's of Recruitment: Mark simplifies recruitment by focusing on intellect (head), passion (heart), and work ethic (hard work) as essential attributes. [00:04:15] The Vitality of Enablement: Enablement is a cornerstone for success, ensuring teams are not only technically competent but also equipped with essential skills. [00:08:05] Frictionless Operations: Identifying and eliminating obstacles within an organization significantly enhances the productivity and effectiveness of the sales force.
HIGHLIGHT QUOTES
[00:01:55] "I look for the head, which is obviously the intellect, the intelligence... the heart, the passion, the enthusiasm... and the last one is the hard work." [00:04:15] "Enablement is maybe the most important function a company has... to train, enable, and ensure the most competent salespeople." [00:08:05] M "Removing friction is about simplifying and removing obstacles for your team... it's on you to make sure there's no cholesterol building up in the organization."
Revenue Builders