In this short segment of the Revenue Builders Podcast, we revisit the discussion with George Mogannam, CRO of Celigo, to explore the foundational gaps that hinder scalable growth—particularly in recruiting, onboarding, and team cohesion. George unpacks what most companies miss when trying to scale, including the absence of ideal hiring profiles, lack of onboarding discipline, and broken internal processes. He also emphasizes the power of in-person connection, the hidden cost of remote culture, and the importance of aligning internal teams during growth surges.

KEY TAKEAWAYS

[00:00:25] Common Gaps in Scaling Sales Teams: Many organizations lack ideal hiring profiles, onboarding processes, KPIs, and operational rhythms.
[00:01:40] Remote Work’s Cultural Void: Remote work has eroded the informal peer-to-peer learning and camaraderie critical to high-performing sales teams.
[00:02:37] Why In-Person Teams Outperform: George shares research that shows 4x higher churn in remote teams versus co-located ones—highlighting the need for centralized sales orgs.
[00:03:37] The True ROI of Sales Kickoffs: More than training, it's the peer interaction, story-sharing, and cross-learning that drive culture and performance.
[00:04:30] The Overlooked Bottleneck in Scaling: Many CROs underestimate internal readiness for hiring sprees, especially around slow offer letter processes and internal misalignment.
[00:06:59] Fixing Internal Bottlenecks: George details how his team automated contract counter-signatures to reduce booking delays and avoid customer disruptions.

QUOTES

[00:01:14] “There’s a sales process, but no one’s really utilizing it… there’s no discipline around it.”
[00:02:01] “You will get four times higher churn when everybody's remote versus when people are together.”
[00:03:37] “The priceless part comes from them all engaging together... more powerful than all the formal training.”
[00:04:59] “Companies don’t realize they’re a walking audition for what it’s going to be like to work for them.”
[00:06:41] “That’s how you burn cash in an organization—when internal readiness doesn’t match external hiring urgency.”
[00:07:27] “If the order isn’t executed at the proper time, we can accidentally shut the customer off.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/scaling-high-growth-sales-organizations-with-george-mogannam

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Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

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