scaling teams

In this episode of the Revenue Builders Podcast, we take a second look at some of our sales leader interviews over the past few months. This episode features lessons learned from three powerhouse revenue builders.

Hear from Veteran Sales Leader Carlos Delatorre on hiring while you scale. Founding CRO of Procore Dennis Lyandres talks about leadership lessons learned and the hard reality of letting people go. And, Tenable Chief Operating Officer Mark Thurmond talks about Command and Control leadership and removing friction for your sales teams.

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:51] Carlos Delatorre shares a common mistake made by first-time sales managers.

[00:05:57] The importance of assessing the readiness of leaders.

[00:08:20] The challenges of scaling without the right leaders.

[00:15:22] Taking care of oneself is crucial for making good decisions.

[00:18:15] Importance of managing time and prioritizing tasks as a leader.

[00:19:21] Paying attention to small actions to understand people better.

[00:23:56] Dennis Lyandres discusses his journey in recruiting and training his team.

[00:25:26] The importance of taking ownership in hiring.

[00:26:44] The need to learn from failure in recruiting.

[00:39:29] Communication, work ethic, becoming an SME, mentors

[00:45:53] Mark's ability to simplify and remove obstacles for his team.

[00:46:31] Mark's approach to removing friction in the system.

[00:48:25] The importance of influential leadership over command and control leadership.

[00:52:27] The power of persuasive power over positional power.

[00:53:34] The importance of explaining the “why” to get people emotionally connected.

[00:54:49] The impact of the why on successful M&A integration.

[00:55:23] The focus on validating conviction over compliance in leadership.

Learn more about our guests through the links below:
Carlos Delatorre’s LinkedIn: https://www.linkedin.com/in/cadelatorre/

Dennis Lyandres’s LinkedIn: https://www.linkedin.com/in/dlyandres/

Mark Thurmond’s LinkedIn: https://www.linkedin.com/in/mark-thurmond-350a4628/

Check out John McMahon’s book here:

 https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

No matter if you’re in web2 or web3 , as you scale your products to cater to thousands of users, you’re faced with one of the most common challenges for technology startups - how to scale your engineering team fast. Scaling is not just about rapidly hiring people, it’s about building resilient systems and effective team structures that will help the talent you hire thrive and deliver outstanding results. Put a brilliant person in the wrong environment and you can expect nothing but frustration and disappointment.

We discussed the topic with Alex Rashkov, Engineering Manager at Meta. Alex has also held senior engineering roles at HSBC, Moo,com and a few smaller startups. He spent years setting up and leading dev teams and he shared with us his vision on how to build a high performing engineering team. We also talked about effective team collaboration and building cross-functional teams, how to motivate your team to improve their performance, how to measure the results of their work and the key qualities that excellent engineers have in common.