Mark Kosoglow

Chief Revenue Officer (CRO)

Are your customers your growth engine? They should be.

As a teenager, watching 14 videos in the back storeroom on a 7" black and white TV to learn how to sell shoes at the mall was a great foundation. Running a small business with 200+ employees showed me how to be organized. Creating a highly profitable sales territory from one dead for a decade was hard work. Managing 12 salespeople across 9 states cemented my sales philosophy. Getting one of the fastest growing SaaS companies in history to $250M+ in revenue taught me how to balance scaling and delivering a world class customer experience.

Working with a customer-centric team with, by far, the best, smartest, hardest working people I've ever worked with....well, that's an honor and privilege I get to enjoy everyday.

CFO - Chief Fun Officer

Doing dad stuff, exploring interesting and fun opportunities...cookin' up something SPICY!

I love coaching reps. Quick debrief after a call? Yes please!
But, it always felt a bit random, which makes me feel I'm missing something.

What's worse is coaching is the most high value activity managers do.

I tried to use call scorecards several times, but they never lasted long.

Create a rubric, listen to the call, score the call on the rubric, review with rep.

Sounds so easy and organized, BUT it never worked. WHY?

1. Rubrics are hard to create →

How many items is too many? Not enough? What’s most important? How do we make this complete but not so cumbersome it’s a pain to do? What did we forget? When was the last time this was reviewed? Did we launch anything that impacts the rubric?

2. Rubrics are hard to score →

They are often subjective (one manager thinks it’s a 5, but another give is a 3). 

There are also “roll ups” of things that were dynamic through the call. Example: How was the rep’s tone in the call? What happens if it was bad but got better?

3. Too many calls, too much time →

If a manager has 8 AEs, and each AE has an an average of 15 calls per week. 
Team has 120 total meetings.
Each call is 30 mins of average.
A manager has 60 hrs of calls (30 hrs if you run on 2x).
There are discos, demos, negotiations, onboarding, roadmap calls.
So, 30 hrs of 6-8 diff types of calls to score.
Got different regions and segments and it gets worse quickly.

4. Hard to sustain →

Sure, you can do a couple call coaching blitzes, but over time, I've found getting managers to do this consistently and thoroughly never lasts. 

I finally gave up on scorecards.



Then, came AI. The always-on manager that can score anything.

I recently saw Glyphic has AI scorecards.

The AI looks at every call, scores it, creates rep insights.

This is what sales management was always supposed to be, but it never got there.

If the future of buying is a personalize, relevant, self-paced engagement that teaches the buyer everything they need to make the best decisions, then the future of selling is a personalized, relevant, self-paced engagement that coaches the seller on everything they need to help buyers make the best decisions.

You couldn’t do this.

It was impossible...took too long, too subjective, too random.

Now, you can.

If you stop learning as a rep, that’s on you.

If you aren’t being coached by a manager, that’s on them.

Will there be some wrong advise and scoring? Sure.

But, the consistency in it being down and how it is being done outweighs that.

We should #neverstoplearning.

This is a perfect application of AI to overcome a human problem.

Everyone has AI. Humans are the differentiators.

Hootsuite

Senior Account Executive

Outreach

- Ran full deal cycle from prospecting to closing managing and delivering on a 7 figure quota
- Closed 1 million dollars in first 6 months of my tenure
- Moderated countless webinars and community events
- Managed a network of approximately 70+ partners

Community Partnerships Manager

Sales Hacker, Inc.

Building the smartest community for B2B sales professionals.  Helping to manage and grow our partner ecosystem with some of the fastest growing tech companies on the planet.

Partnerships Manager

Trulioo

Account Executive - SMB

Sales Development Representative

We are all humans working towards a similar goal, so treat everyone the way you would want to be treated and do things that make you happy!

Professionally, I love sales and everything that goes with it. Head down and lets get it!

Rock and Roll 🤟

taplio

The Battle

Mark Kosoglow

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taplio

The Battle

Mark Kosoglow

Mikey Harrison

Followers

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Engagements

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Mark Kosoglow's LinkedIn Performance

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