10/10 GTM
The Critical Role of Documentation, Dry Runs, and Structure with Kyle Norton, CRO at Owner.com
Feb 7, 2024
Kyle Norton, CRO at Owner.com and a top sales prospecting voice on LinkedIn, shares insights from over a decade in sales leadership. He emphasizes the importance of thorough documentation and conducting dry runs to enhance team collaboration. The discussion sheds light on the critical role of structure in sales, allowing teams to focus on creative customer engagement. Kyle also talks about establishing performance standards and fostering a positive company culture to drive efficiency and growth in fast-paced environments.
36:53
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Quick takeaways
- Kyle Norton emphasizes the necessity of thorough documentation to standardize sales processes and enhance team performance in a remote environment.
- He highlights the importance of having a structured approach to sales that facilitates creativity while enabling consistent performance and effective scaling.
Deep dives
The Journey to Revenue Leadership
Kyle Norton's path to revenue leadership showcases the unpredictability of career progression, especially in challenging environments. Beginning his sales career in 2008 during an economic downturn, he quickly adapted as the company pivoted to promote leaders from within, ultimately forcing his way into managerial roles. Despite limited experience at a young age, Norton effectively built successful teams through determination and a willingness to share knowledge with colleagues. His ascent highlights the importance of being adaptable and seizing opportunities for growth, even under difficult circumstances.
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