Share this article

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

Related Content

Lessons in Scaling Cybersecurity Sales with Dean Hickman-Smith

This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Dean Hickman-Smith, Chief Revenue Officer at HackerOne on Scaling Cybersecurity Sales. In this episode, Guy and Dean explore the evolution of sales leadership, the power of community in B2B sales, and how AI is transforming sales enablement and performance. Dean Hickman-Smith…

Building High-Converting Teams with Sean Murray of LeadIQ

This week on the Revenue Insights Podcast, Graham Smith speaks with Sean Murray, Senior Director of Sales and Sales Development at LeadIQ. In this episode, Sean shares his journey to tech sales, discusses his approach to building high-performing SDR teams, and explains why quality outreach trumps quantity in today’s sales landscape Sean Murray is Senior…

Transforming Productivity Metrics with Mike Perrone, Chief Operations Officer at Prodoscore

This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Mike Perrone, Chief Operations Officer at Prodoscore.  In this episode, Guy and Mike discuss data-driven productivity scores, bridging employee flexibility with executive accountability, and how to empower sales teams through actionable insights and tailored coaching.  Mike Perrone is Chief…

 

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: