How to build world class revenue teams - Podcast Blog

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In this episode, we cover...

1. How wearing many hats as a consultancy firm prepared him for life as a CRO.
2. Why they’re adding in revenue enablement to ensure successful communication.
3. The big difference between working at an established company and a scale-up.

Grant Coombe is currently the CRO of leading compliance software FundApps, who help large financial institutions avoid fines and reputational damage. Grant has previously grown through the ranks at Bloomberg and led his own sales consultancy firm.

Here are some of the key insights from the conversation.

• Transparency is integral to the way FundApps communicate as a team.

”I'm constantly trying to make sure that we are being transparent, that we are sharing information and I think that's the culture that we built. One of our five values is ‘be transparent’ and it sounds very obvious, but ultimately you don't learn that much if things are happening in 1-to-1 DMs and small groups, a lot of the learning and decision making isn't out in the open.”

• Hybrid working is here to stay - the key focus is results!

”Ultimately, I think the biggest shift is that we should be measured on results, not how much time we necessarily spend in an office. I think getting people to focus on delivering in this kind of hybrid world and being accountable for it - and also comfortable that there can be a hybrid and that works, I think that's really important.”

• Grant was impressed by the culture FundApps had instilled in its team.

”Even going through the hiring process in my final interviews, I met four of the team and it was probably likely that I was going to be hired by that point... yet still in those interviews, I was asked very pokey questions. I was challenged on some of my answers. That's actually one of the reasons that I decided to join FundApps because this culture of directness, of openness, of willing to challenge even when somebody's likely to be the leader of that team, was something that really kind of inspired me and made me think, ‘This is an interesting culture that the instils this.’”