Posted on tenth Could 2024 by Vince
Larry Shurtz is the Chief Gross sales Officer at Genesys the place he oversees the corporate’s world go-to-market methods, together with industrial actions, area gross sales and companion ecosystem operations. Larry has almost three a long time of expertise within the software program trade, from main Confluent to delivering greater than 60% income development and doubling buyer rely as Chief Income Officer, to scaling a 1,300-person group at Salesforce to $2.1 billion in income.
In At the moment’s Episode with Larry Shurtz We Focus on:
1. From Robotics Pupil to $2.1BN Gross sales Chief at Salesforce
- How did Larry lead 1300 folks to $2.1 billion income at Salesforce? What have been his takeaways?
- What did Larry find out about constructing vertical gross sales playbooks at Salesforce?
- Which framework did Larry study at Salesforce that he nonetheless makes use of at Genesys?
2. Mastering Gross sales Management
- What are the largest errors gross sales leaders make on prioritization at this time?
- What are Larry’s “3 Rs” to grasp prioritization?
- What does Larry assume are the most typical causes quick scaling groups break in gross sales?
- Has Larry ever prompted unhealthy tradition in a gross sales group? What did he study from the expertise?
- Does Larry assume gross sales is extra artwork or science? How does Larry mix the 2?
3. Constructing the Finest Gross sales Workforce
- How does Larry construction the hiring course of for a brand new gross sales rent?
- How massive ought to your recruitment group be?
- What are Larry’s mostly requested questions when interviewing?
- What have been Larry’s greatest hiring errors? What did he study from them?
- How does Larry construction the comp? How does he get it proper? What do most new hires care about at this time?
4. The Onboarding: The Dos & Don’ts
- How does Larry construction the onboarding course of?
- Why does Larry onboard new hires with massive prospects? What’s the buddy system?
- How does Larry inform if a brand new rent is unhealthy? What are the largest purple flags to look out for?
- What does Larry imply when he says “You may make all of the bodily errors, you can not make psychological errors?”
- Does Larry agree with Max Levchin @ Affirm that “When there’s doubt, there’s little doubt?”
