B2BaCEO (with Ashu Garg) How to Amp It Up (Frank Slootman, Chairman & CEO, Snowflake)
15 snips
Jan 19, 2022 AI Snips
Chapters
Transcript
Enable Sales, Don't Blame Reps
- Enable salespeople; don't expect them to compensate for poor product-market fit or sell an under-enabled product.
- Product teams must enable average reps to be productive rather than hire only elite sellers.
Match Roles To Natural Strengths
- Don't force founders into roles they're not suited for; separate innovation leadership from scaling/discipline roles.
- Hire executives who specialize in maturing and hardening operations while founders focus on product vision.
Drivers Deliver Disproportionate Impact
- A small number of 'drivers' deliver disproportionate impact and need empowerment and freedom to perform.
- Drivers detest passengers and will raise standards and attract other high performers when set loose properly.