Command and Control of the Business with Murray Demo

In this episode, John McMahon and John Kaplan host Murray Demo, a seasoned CFO with a wealth of experience at renowned companies. Murray shares valuable insights on the transition from sales leader to business leader, emphasizing the need for aligning with company-level problems and becoming a strategic thinker. The discussion explores the ideal profile of a Chief Revenue Officer (CRO) with a focus on business acumen and alignment with company goals. Murray also discusses the challenges of budgeting during economic downturns and the delicate balance between fiscal responsibility and agility. Key metrics for evaluating sales performance, including command of the business, pipeline management, and discounting, are highlighted. The episode concludes by addressing the burden of budgeting within organizations and the importance of aligning compensation programs with corporate strategies.

KEY TAKEAWAYS

[00:00:50] Transition to Business Leadership
[00:04:05] Aligning with Company Priorities
[00:05:02] Adapting During Tough Times
[00:16:06] Aligning Compensation with Strategy

HIGHLIGHT QUOTES

[00:00:50] Becoming Business Leaders - "The best sales leaders are actually business leaders. They've made a transition from carrying the bag and trying to make their number."
[00:04:05] Sales and Business Strategy - "So how do my priorities or the company priorities get funded and does my team know that I utilize my seat at the table as well as I could to try to better the sales organization?"
[00:05:02] Adapting During Tough Times - "When the recession hits, customers just don't have as much money to buy things. So you're going to have to pull back in marketing and you're going to have to pull back on sales."
[00:16:06] Aligning Compensation with Strategy - "I think there has to be some thoughtfulness about how you transition from, you know, here's your quota. Here's what you can do on accelerators. It's all cash. To start mixing in more stock as you go."

Listen to the full episode with Murray Demo in this link:
https://revenue-builders.simplecast.com/episodes/leading-through-economic-challenges-with-murray-demo

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4