The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 20Sales: How to Build Vertical Sales Teams, Why No Customer Success is BS and Everyone Needs it, How to Hire, Train and Retain the First Reps and Lessons Scaling to $2.1BN Revenue and 1,300 People with Larry Schurtz, CRO @ Genesys
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May 10, 2024 
Larry Schurtz, Chief Sales Officer at Genesys with a rich background in driving sales at Salesforce and Confluent, shares his journey from aspiring roboticist to sales leader. He reveals the secrets behind scaling teams to $2.1 billion and offers insights on building vertical sales playbooks. Larry explains the critical role of prioritization in sales leadership and shares his '3 Rs' approach. He emphasizes the blend of art and science in sales, while discussing effective hiring processes and nurturing new reps for success.
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Key Interview Questions
- When interviewing sales candidates, focus on track record, cultural fit, and motivations.
- Delve into their past experiences, preferred work environments, and driving forces to assess alignment with your company.
Early Comp Discussions
- Discuss compensation early in the hiring process to ensure alignment and avoid surprises.
- Understand candidates' priorities (OTE vs. equity) and tailor offers accordingly to attract and retain top talent.
Modern Onboarding Strategies
- Onboarding has become harder with remote work, necessitating more structured enablement journeys.
- Pair new hires with mentors, involve them in customer interactions early on, and provide ongoing coaching and feedback.