As a sales leader, a new role can be demanding, especially during a time of shifting market conditions. On today’s show Steve King, CRO of Hexagon PPM, joins us to share his experience entering a legacy company to layout a transformation.

Entering a role as a new sales leader can be challenging enough. Entering a new role within a legacy company during tumultuous market conditions might then seem impossible. Having overcome these challenges, Steve King, CRO of Hexagon PPM, joins us to discuss his experience leading a full go-to-market transformation.

 

In this segment, Steve shares how he prioritized the challenges he faced and began leading the sales organization through massive change.

 

Click here for the podcast version of this interview.

 

Segment 1: How a CRO Lays Out a Transformation

 

  1. How Steve Set a Fact Base for his transformation. minute 1:38

     

  2. How Steve evaluated goals for Hexagon based on past experience. minute 3:34

     

  3. Executing and adopting a new operating model. minute 6:24

     

Skip to minute 5:10 to hear Steve explain how he got started:

 

“We stepped back and we looked at the operating model of the company. That was really a first big step…. it forced us to step back and say, ‘If we clean-sheet this, or if that’s the approach we take, how would we do it today?’ And not hold any of the past as sacred. But then we’ve got to acknowledge that there are elements of the past that still work…”

 

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ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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