WHAT DOES IT TAKE TO BE A GREAT LEADER?

John McMahon and John Kaplan welcome Dali Rajic, Chief Operating Officer at Zscaler, as he discusses his career in sales leadership, starting as a first-line manager and eventually becoming a Chief Revenue Officer (CRO). He gives advice for fron-tline managers, those coaching front-line managers, and those wishing to take their career to the next level. Dali discusses the difference between working hard and working efficiently, the anatomy of a great team culture, and explains an approach to results-based enablement. Learn more about Dali’s work and achievements in this latest episode of Revenue Builders.
 

Additional Resources:

• Support At-Risk Youth with National Runaway Safeline: https://www.1800runaway.org/
• Visit Zscaler’s Website: https://www.zscaler.com/
• Connect with Dali on LinkedIn: https://www.linkedin.com/in/dali-rajic-295912/
• Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
   

HIGHLIGHTS

• The Revenue Builders Podcast: A Conversation with Dali Rajic
• The Different Types of Leaders and What They Need to Learn
• The Benefits of Being Vulnerable in the Workplace
• The Second Line Manager's Role in Sales
• The Differentiation Between First and Second Line Managers
• The Impact of Moving from Second Line to Third Line
• The Importance of Keeping a Pulse on the Business
• The Importance of Thinking Like an Executive in a Complex Organization
• The Importance of a Strong Revenue Operations Function
• The Importance of Being Selective with Promotions
• The Importance of Trust and Community in Business
• The Impact of Sales on Organizational Culture and Development
• Dali Rajic on the Importance of Training and Development
• The Importance of Enablement in Career Success
• The Power of Enablement and Rev-Ups in Business
• The Importance of Enablement in Business
• Leadership Enablement: The Key to Inspiring Compliance
• The Importance of Marginal Gains and Training Sales Leaders
• Leadership Development in a Remote World
• The Impact of Leaders on Sales Performance
• The Three R's of Successful Sales: Recruitment, Readiness, and Results
• The Importance of Coachability and Being a Team Player in a High-Growth Company
• The Top Three Takeaways from Dali Rajic's Interview on Sales Enablement
• The Importance of Leadership in Business
   

QUOTES

Dali - A leader doesn’t have all the answers: "Actually it's okay to be vulnerable because you think you got promoted, and you got to know everything except you don't know everything. All this talent on your team, and if you create a culture of mutual learning from one another, then it becomes really an approach of exchanging ideas, weighing them, trying to figure out what the best one is forward, you become a sounding board, you learn, evolve your thinking, now you can add more value."

Dali - Celebrate every small win: “Everybody waits for like this big miracle to happen this big enlightenment this moment, and what you miss out is, if you're just waiting for the big moments, you miss all the little moments. And what we brought in is a concept of marginal gains, where we celebrated every small win.”

Check out John McMahon’s book here:

•  https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

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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