Getting the Most out of Your Sales Teams with Mark Thurmond

In this episode of The Revenue Builders Podcast hosted by John McMahon and John Kaplan, they engage in a dynamic discussion with Mark Thurmond, COO of Tenable, a veteran revenue builder. Mark shares insights on recruiting top talent using the concept of the "three H's" – head, heart, and hard work – emphasizing the significance of character attributes in addition to skills. The conversation delves into the crucial role of effective enablement in empowering sales teams and the necessity of removing friction within an organization to boost productivity. KEY TAKEAWAYS [00:01:55] The Three H's of Recruitment: Mark simplifies recruitment by focusing on intellect (head), passion (heart), and work ethic (hard work) as essential attributes. [00:04:15] The Vitality of Enablement: Enablement is a cornerstone for success, ensuring teams are not only technically competent but also equipped with essential skills. [00:08:05] Frictionless Operations: Identifying and eliminating obstacles within an organization significantly enhances the productivity and effectiveness of the sales force. HIGHLIGHT QUOTES [00:01:55] "I look for the head, which is obviously the intellect, the intelligence... the heart, the passion, the enthusiasm... and the last one is the hard work." [00:04:15] "Enablement is maybe the most important function a company has... to train, enable, and ensure the most competent salespeople." [00:08:05] M "Removing friction is about simplifying and removing obstacles for your team... it's on you to make sure there's no cholesterol building up in the organization." Listen to the full episode with Mark Thurmond through this link: https://revenue-builders.simplecast.com/episodes/hard-work-grit-and-removing-friction-for-your-teams Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/