Authentic Sales Leader

Welcome to the Authentic Sales Leader podcast, where exceptional sales leaders share stories, experiences, and advice on what it means to be an authentic sales leader. In this episode, we have Mallorie Maranda, VP of Sales at WorkRamp, joining as a special guest. Mallorie shares her journey from being an individual contributor to reaching the position of VP of Sales. She shares insights on the challenges and rewards of transitioning into sales leadership roles and provides valuable advice for those aspiring to become sales leaders.

Mallorie's career in sales began as an outbound BDR at Oracle. She started right out of college with no prior knowledge of sales or software. Her journey from an IC to a frontline manager was a significant step in her career. Mallorie emphasizes the importance of understanding all aspects of frontline sales management beyond coaching reps. Building territories, headcount planning, cross-functional collaboration, and pipeline acceleration are all integral parts of the role.

The transition from frontline manager to VP of Sales was a significant change for Mallorie. With this promotion came a loss of control over deals and forecasts, requiring trust and alignment with the leadership team. Time management also became crucial, as she had to prioritize the needs of different departments. Mallorie views these inflection points as opportunities for growth and development, shaping her skills and approach to leadership.

One key factor Mallorie highlights in her journey is the importance of continuous learning. She advises aspiring sales leaders to be like sponges, observing and learning from experienced leaders in their organization. This includes not only watching sales leaders but also leaders from other departments to gain a broader perspective. Seeking out mentors and forming partnerships with managers who are in the desired role can provide invaluable guidance and insights.

In terms of managing expectations, Mallorie shares her approach to setting clear expectations with her sales team. She believes that to keep reps motivated and engaged, it is crucial to explicitly communicate what is expected of them in addition to quota attainment. By providing weekly, monthly, and quarterly metrics, sales leaders can help reps understand what activities will give them the best chance of success. For Mallorie, controlling one's own destiny and focusing on low-hanging fruit are critical aspects of achieving success in sales.

Addressing the challenging times in SaaS sales, Mallorie acknowledges the low quota attainment rates and the need to keep reps motivated and excited. While adjustments to quotas can be a potential solution, Mallorie emphasizes the importance of maintaining consistency and avoiding setting the expectation that quotas will be adjusted whenever there is an economic slowdown. Instead, she focuses on providing guidance, setting clear expectations, and recognizing other scores on the rate card that indicate success as an AE within the organization.

Defining and fostering the culture within a sales organization is another essential aspect of sales leadership. Mallorie suggests tying the culture back to the company values and actively incorporating those values into daily operations. For example, at WorkRamp, two core values, "One Team" and "Always Be Improving," are emphasized within the sales organization. These values are repeated in meetings, shout-outs, and newsletters, providing consistent reinforcement. Additionally, WorkRamp has created a fun and engaging prospecting activity called the "Great Work Ramp Bake Off," where the entire AE team meets every Monday for 2 hours to prospect together. This activity encourages productivity while creating a sense of camaraderie and belonging.

When discussing the role of AI in sales, Mallorie acknowledges its inevitability and highlights its current benefits in terms of efficiency gains. Leveraging AI in tools like Gong Atrium has enabled sales leaders to be more efficient with their time by summarizing calls and providing actionable next steps. She also predicts that AI will play a significant role in lead qualification, prioritization, and self-serve models. Mallorie believes that as transactional sales become more automated through AI, sales teams will shift their focus to larger, more complex deals where the human touch and negotiation skills are essential.

In conclusion, Mallorie Maranda's journey to becoming a VP of Sales teaches valuable lessons about the path to sales leadership. Her advice on observing and learning from experienced leaders, setting clear expectations, fostering a positive and engaging culture, and embracing the role of AI in sales provides valuable insights for aspiring sales leaders. As sales organizations continue to evolve, the qualities of authenticity and continuous learning will remain fundamental for successful sales leaders in the ever-changing landscape of sales.