Global Customer Officer and former CRO of Anaplan discusses how a revenue leader disrupts their industry to crush their revenue number.

On today’s show we’re joined by Paul Melchiorre, the Global Customer Officer for Anaplana connected planning platform that enables organizations to accelerate decision making by connecting data, people, and plans across the business.

 

Click here for the podcast version of this interview.

 

Segment 1: High Growth vs. Hyper Growth 

  • Differences between high growth and hyper growth, and how that impacted the way Paul ran organizations. minute 6:14
  • An enablement cadence that ensures that you maximize market tailwinds. minute 9:01
  • Solving the dilution effect. minute 11:25 
  • Goal-setting quotas in hyper growth. minute 13:27

     

Skip to minute 9:59 to hear how enablement has changed: 

 

“That’s the difference today. Before, it was easy, you just enabled the top sales people and it was over. If you had a good sales engine, you were okay. Today, it’s the broader revenue team. We actually have something called One Revenue which goes across all those functions you just mentioned, and enablement’s a key component…” 

 

Segment 2: Attracting the Right Talent 

  • How to attract the right talent minute 19:52
  • The role of the frontline sales manager at a company in hypergrowth. minute 23:30
  • Adapting your revenue lifecycle and the role of the CRO with the growing importance of marketing. minute 30:26
  • Utilizing CX to mobilize the revenue team. minute 33:17
  • The impact of AI on sales revenue. minute 35:47

     

Skip to minute 13:52 to hear Paul describe the most common mistake companies make when setting quotas in hyper growth:

 

“You get your spreadsheets together, you peanut butter spread these quotas across 1,000 reps, 500 reps, whatever the number is, and you hope that it works out. Then six months later you’re changing it because you didn’t plan properly.…” 

 

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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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