Today’s minisode features Carlos Delatorre as he shares two hard-earned leadership lessons that every sales leader scaling an organization needs to hear. He reflects on an early moment in his career when he learned the difference between being a top-performing rep and becoming a true manager, and why doing the work for your team might feel helpful in the moment but ultimately breaks scale. 

If you’re a manager trying to transition into leadership, or a CRO navigating rapid growth and wondering whether your leadership bench is ready to scale, this clip is for you. 

Carlos Delatorre is a seasoned sales leader with over 25 years of enterprise software and SaaS experience. He has served as CRO at MongoDB (driving 100%+ annual revenue growth), TripActions/Navan, and ClearSlide, and as CEO of Vera. Carlos is also an active investor and advisor to high-growth software companies including Starburst, Outreach, and Modern Treasury, and serves on the board of Yalo.

Connect with Carlos:

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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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• Force Management