The quickest way to disappoint your management is to surprise them. Successful sales leaders know what they need to deliver to maintain not only revenue – but also profit. Today’s guest is Thomas McNulty of onrhythm.io who shares insights in how to ensure you are tracking the right KPI for your organization.
About Thomas:
Thomas McNulty is the co-founder and CEO of onrhythm.io. Before Rhythm, Tommy led sales teams at NerdWallet, Fundera, Dash, and ZocDoc, where he was fortunate enough to be part of two acquisitions and an IPO. A native New Yorker, Tommy got his start in sales selling packages for a Brazilian Jiu-Jitsu school while still in high school.
In today's episode we'll cover:
- How you can tell if your sales team is being profitable - not just efficient
- How to tell if you are making enough revenue for your compensation.
- How to determine your contribution margin formula.
- What decisions you have to make to make your sales team sustainable.
- How to determine the best place to put people in your sales process.
- How to tell when it's time to add people to your team.
- Why you can't re-run the same playbook from company to company.
- What's the fastest way to get fired as a sales leader.
If you find yourself having difficulty determining what numbers to make, give us a call.
Resources:
Islands of Profit in a sea of Red Ink: Why 40 Percent of Your Business is Unprofitable and How to Fix It. - By Jonathan L. S. Byrnes
Americana: A 400-Year History of American Capitalism - by Bhu Srinivasan
The 20VC Sales Podcast
Onrhythm.io
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