Chris Degnan
speaker
1,056 appearances
2 recordings
2 series
first heard May 2026
last heard 23 May
Chris Degnan’s voice in public audio — every appearance, attributed to the second.
Trend
recordings per month · last 12 monthsRecordings per month over the last 12 months — 2 in all, peaking in May 2026 with 2.
Appearances
At scaling, when you're scaling.
Yeah, when you're scaling, it's six.
But at scale, like if you're not growing as fast and you're not hiring as fast and you have a bunch of productive reps that have been in the seat for six months or longer, you can have like eight or nine.
And especially with AI, you can use AI to like give you a bunch of data, leading indicators on what's happening to those reps.
It's hard.
I think this is why I think the hardest job in technology sales is the frontline manager.
The frontline manager is the key to development of the reps.
Because in all honesty, your enablement at a Series B company is not that great.
It's not.
You're trying to do some stuff.
You might have an enablement person.
You're going to teach them on how to sell medic and everything like that.
But it happens at the frontline manager level.
So developing your frontline managers, hiring good frontline managers is really, really important.
You're spending a lot of money building out that sales team.
You might as well invest in developing them.
Well, I think they arbitrarily come up with numbers.
Like we were saying earlier, they're like, oh, we should do $3 million because we're an AI company.
We talked about another company where they were like, oh, we don't need real salespeople.
We can hire, I don't even know what they call the salespeople.
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