Discipline & the Hire Nobody Wanted | Field Notes For GTM Ep. 14

Two topics. Against the clock. Most sales transformations fail not because the methodology is wrong, but because nobody is disciplined enough to use it consistently. This episode is about where that discipline breaks down, why the responsibility sits at the top of the organisation rather than the bottom, and what it looks like when a leader builds the kind of standards that actually stick, including what happens when an empty seat starts applying pressure to fill it with the wrong person. Then there's the other side of great hiring - the hire that almost didn't happen. The one where a colleague said no, a senior leader had doubts, and every easy path pointed towards backing down. New episodes every week with James Bissell and Rich Washington. Set the chicken. We're on the clock. -- Field Notes for GTM is sponsored by Tick Talent and The Revenue Enabler. If your sales team is missing quota and you're not sure why, The Revenue Enabler works with sales organisations to fix the fundamentals — from sales stage design through to seller capability. Find out more at therevenueenabler.com If you're looking to hire exceptional sales and revenue talent across the tech sector, from your first AE hire through to VP level, get in touch with the team at tick-talent.com James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/Rich Washington on LinkedIn: https://www.linkedin.com/in/richwash/The Revenue Enabler: https://therevenueenabler.com/Tick Talent: https://www.tick-talent.com/ #FieldNotes #SalesLeadership #SalesDiscipline #MEDDIC #MEDDPICC #SalesEnablement #SalesCoaching #SalesHiring #TalentAcquisition #RevenueLeadership #B2BSales #GoToMarket #SalesManagement #SalesPerformance #LeadershipDevelopment #SalesProcess #StartupSales #TechSales #ScaleUp #B2BPodcast #SalesPodcast Hosted on Acast. See acast.com/privacy for more information.