Share this article

Learn from the brightest minds how to predictably and efficiently grow revenue.

Related Content

Building High-Performance Sales Cultures in Technology with Joe McNeill, Chief Revenue Officer at Influ2

This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Joe McNeill, Chief Revenue Officer at Influ2.  In this episode, Guy and Joe explore the shift towards person-based advertising, the importance of genuine connections with decision-makers, and the evolving landscape of B2B sales cycles. They also discuss the need…

Sales & Marketing Synergy: Secrets to Revenue Growth with Brady Holcomb

This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Brady Holcomb, Fractional CRO at Matium.  In this episode, Guy and Brady explore the critical need for aligning sales and marketing teams through shared revenue goals, insights on effective lead qualification, and the transformative role of AI in sales. …

Data-Driven Strategies for B2B Sales Success with Ron Gupta, Chief Revenue Officer at EvolutionIQ

This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Ron Gupta, Chief Revenue Officer at EvolutionIQ. In this episode, Guy and Ron explore the intricacies of revenue generation, customer retention, and the evolving role of technology in sales. They discuss how Ron shaped effective go-to-market strategies, and now…

 

Closing the Sales Performance Gap with Fractional CRO John Hammond

This week on the Revenue Insights Podcast we are joined by Fractional CRO John Hammond.

In this episode, Lee and John explore the 2024 B2B Sales Benchmark Report findings and discuss their own experiences of top performers, the current state of sales coaching, and how to effectively lead high performance teams.

As a fractional Chief Revenue Officer, John works with a number of companies to maximize and drive their revenue growth. Currently he acts as Non Executive Director at Routefusion, Commercial & GTM Business Advisor at Duel Tech, and CEO of JHKL. 

Time Stamps:

  • 01:38 – About John Hammond
  • 04:43 – Comparing the 2024 B2B Sales Benchmark Report with John’s experience
  • 06:08 – Surprising attributes of top performers
  • 09:37 – Top performers versus average performers
  • 22:08 – Cause and effect in deals
  • 27:02 – Coaching reps and sales teams on fundamentals
  • 39:21 – Effective sales leadership
  • 45:54 – John’s book recommendation: The Challenger Sale by Brent Adamson and Matthew Dixon

Highlights:

Attributes of Top Performers

While it doesn’t shock John himself, he sees the most surprising attribute of top performing sellers as their professionalism. They will consistently update the CRM and complete their admin work as part of their daily rigor, whilst still exceeding their sales goals. This is one of several attributes that sets them apart from average performers.

Scarcity of Coaching

Today, reps receive very little coaching. Like how we see ‘self-starter’ as an oft-requested attribute in job advertisements, reps are left to learn how to improve themselves without much hands-on coaching from their management. Thus, sellers are missing out on fundamentals, such as the need to understand pain points in the discovery phases, which is then furthering the gap between top performers and average performers. Coaching needs to be improved and implemented to help close the gap.

Leading a Team to Top Performance

To John, management is getting things done, leadership is doing the right things. Motivation is the heart of leadership, but nobody can motivate everyone, and really it’s down to individual sellers to motivate themselves. Leaders have to instead find what makes their teams tick, and help show them that relates to their work. That is how John helps to build high-performance teams.

Subscribe to the Revenue Insights Podcast:

Recommended Episodes: