Didn’t expect him to just spout empty aphorisms. Hopefully he gets better as he dives in.
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Speaking from experience, don't believe a single word that comes out of his mouth. Words actions.
He will make changes to AVPs and ODs that only manage spreadsheet and ping their teams asking for an update on a deal. These AVPs and ODs that do not provide value. They host so many meetings on deals only. They are number reporters only. It is time for new sales leaders up and down the chain.
We need massive change but Gary’s another empty suit.
He’s navigating cautiously, as he should.
Future CEO being groomed.
He's got an impossible task ahead of him. The embedded Cisco forecast-centric sales culture is the primary barrier to any meaningful change.
Very few people actually sell anything at this place; they spend their days feeding the bloated management hierarchy with deal status tidbits so they can show up on their respective forecast reviews "and have something to say". This goes for everyone in the Sales organization. This useless frenzy increases as we near the end of some fiscal timeframe (monthly, quarterly, yearly).
Dreaded but expected frequent texts from "leadership": "Hey, ping me about that Commit / Upside deal at XYZ .. what's the next step there, and is it going to book? Need this by close of business today." THAT is selling at Cisco.
Change that Gary, and you've made an impact. Good luck.
GS was needed ten years ago. Instead we got the useless Gerri and Jeff. Too late now I fear, like rearranging the deck chairs on a half sunken ship. If it’s to work GS needs more power to be able to drive and demand the BEs in terms of what the field is seeing.
Gary reads this forum.
It’s well known up-to 80% leaders fat can be easily cut without effecting any productivity. No customer contact, no job. It’s this simple.
It was very positive and he was honest and authentic.
He said changes are going to happen based on where its needed.
Anything else worth noting about Gary? I wonder if he’ll help spur the nonsense in renewals and force more of a focus there then his predecessors
He is going to shake things up. He is not worried about being corporate polish. Too many AVPs, ODs, and RMs that are not real sales leaders. Too many just report the news instead of leading their teams in making the news. Our new OD, all she does is report the news. She never created the news when she was an AM or RM. Our AVP only complains about events having no pipeline and threatens to defund our events. Neither of these two are inspiring. These two are examples of clueless sales leaders that will be replaced with the culture that GS brings.