Leave a great legacy. Turn entry-level reps into great salespeople. (Location 181)
Define your own process and implement it. Create a solid sales culture, take responsibility, and empower people with the right tools. Build a strategy for long-term success, including: pricing structure, ideal customer profile, customer relationship management (CRMs), and other concrete solutions. Know how to manage and set expectations with other executives. (Location 185)
The types of people who succeed in the VP roles are the ones who sacrifice their own needs for those of the team. (Location 208)
To be in the running for a VP Sales role, you better be the best of all the sales managers or sales directors. (Location 254)
“Being a revenue executive means gaining consensus from your peer group and driving decisions or change in your organization.” That means getting good at data interpretation, cross-functional compromise, and having tough conversations. (Location 296)
Think of yourself as a developer of talent. (Location 300)
having an outline for how sellers approach each phase of the sales process is one of the most critical elements to scaling a sales army. (Location 502)
The most important foundation of strategy is creating your ideal customer profile. (Location 507)
