Podcast episode
Hall of Fame: Miles Kane
30 Minutes to President's Club9 Sept 202434 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS When you are trying to clone that first rep, make sure that you don’t confuse personality with skill set. Your customers have the answers. Talk to your customers. Do not do the things that you're horrible at. Hire for the things that are not your strengths. Invest your time in enablement. You and your reps should track how you win each deal for ongoing development. PATH TO PRESIDENT’S CLUB VP, Sales @ Tenderly Founding Member, First Hires Program @ First Round Capital Director, Enterprise Sales @ Drift VP, Sales @ AltoCloud RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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founder, actually walking them through what your expectations will be as you get on board. It's not that you need the budget to go hire 10 to 15 reps. Of course you don't, but this is a very key sticking point that I did have the conversation with our founders before I joined my current company of understanding that investment of like, what's it going to take to stand up a CRM and get all of our data under one roof and actually have a central “source of truth.” to get there, but I think it's a key critical piece to think about so that it's not just, okay, great. I got the job I got hired. And then you turn to your founder and say, this is what I got to go do and hire. And they're going to say, well, what do you mean? Like I thought that's your job. So like the alignment piece before you jump, if you can control that, super critical. Listen, I can't tell you how many times I've heard people tell me, well, just recreate
In CRM
was like, all right, you need this many opportunities, this many meetings, yada, yada, yada. And that stuff happened really, really early on. So we knew how to make pipeline, and we knew how much pipeline we needed to make. And those were two metrics that we tracked up front, leading indicators on pipe gen, how much pipe gen we had, and obviously the inverse of that is win rates. “How much pipeline did you need to have based on a certain win rate to get your revenue?” But then as you start to get more sophisticated, you start to track where that pipeline falls off because you're not on top of every single deal. You track the conversion from stage one to two, stage two to three, stage three to four. I'm curious, when do you start to get more programmatic around market feedback back to