The awesome full interview:
We spoke to Todd from Secureworks, to shed light on the importance of motivating reps to adopt and contribute to new processes and create alignment with other revenue teams.
Coming from a sporting background, Todd has done plenty of coaching and applies these principles of motivating the individual to succeed, rather than pressuring to do so based on results.
Todd's philosophy of managing individuals and not the team, has resulted in his team having a phenomenally low attrition rate over the years, ultimately resulting in commercial success.
It was a pleasure to speak to Todd and hear how he has applied these ideas to the traditional sales operations frameworks we often discuss, to drive revenue growth.