In this episode, I had the pleasure of sitting down with Shawn Green, a seasoned CRO and go-to-market advisor for startups. We go deep into the crucial tasks that every new Chief Revenue Officer should prioritize during their initial 90 days on the job as well as the importance of tailoring your approach to the specific stage of the startup you’re joining.
Assessing the current state of the company [00:02:17] Sean discusses the importance of spending time understanding the company’s current revenue generation process, strategies, and overall revenue goals.
Developing a revenue growth strategy [00:02:17] Sean emphasizes the need for a comprehensive revenue growth strategy, including setting clear revenue targets, identifying new market opportunities, and creating a roadmap to achieve company revenue goals.
Building and optimizing the sales team [00:03:40] Sean explains the importance of assessing the current sales team, identifying gaps in skills or resources, and making necessary adjustments such as restructuring, hiring new talent, and providing training and development opportunities.
The skills gap assessment [00:12:35] Discussion on how to assess the skills gap in a sales team and the importance of aligning skills with the company’s go-to-market strategy.
Failing fast and constant pace [00:13:43] The significance of failing fast and maintaining a constant pace in revenue growth, and the need for internal and external validation in decision-making.
Rapid fire five [00:16:34] A quick Q&A session covering topics such as motivation, preferred learning methods, sleep habits, and favorite hobbies outside of work.