Grit

Guest: Mike Wolff; SVP, Global ISV Partners at Salesforce

In this episode, we cover: How Mike landed a job as a sales development rep at Salesforce during the company's early stages in 2002. (1:13) ... The factors that led to Salesforce’s rapid growth in the early 2000s. (9:02) ... The interview methods Mike uses when hiring salespeople. (16:19) ... How Mike ended up in sales leadership after working as an individual contributor. (19:39) ... The importance for a business to be constantly adapting. (22:40) ... How dealing with difficult personal experiences can make you a better and more resilient person. (26:00) ... The importance of having clear values as a business and an individual. (30:33) ... Authenticity, transparency and communication: The leadership values Mike tries to embody. (34:44) ... 'Your team is always watching you': Why leaders need to stay even-keeled and focused. (41:01) ... Why Mike conducts a 'chronological interview' when hiring salespeople. (43:32) ... How Mike defines grit. (49:02)

Show Notes

After 18+ years working in multiple high-level sales positions at Salesforce, Mike Wolff knows what makes a good leader. 


On this week’s episode of Go To Market Grit, Mike and Joubin talk about the leadership lessons Mike learned as he rose through the ranks at Salesforce from a sales development rep to the company’s Senior Vice President of Global ISV Partners.


In this episode, we cover:
  • How Mike landed a job as a sales development rep at Salesforce during the company's early stages in 2002. (1:13)
  • The factors that led to Salesforce’s rapid growth in the early 2000s. (9:02)
  • The interview methods Mike uses when hiring salespeople. (16:19)
  • How Mike ended up in sales leadership after working as an individual contributor. (19:39)
  • The importance for a business to be constantly adapting. (22:40)
  • How dealing with difficult personal experiences can make you a better and more resilient person. (26:00)
  • The importance of having clear values as a business and an individual. (30:33)
  • Authenticity, transparency and communication: The leadership values Mike tries to embody. (34:44)
  • 'Your team is always watching you': Why leaders need to stay even-keeled and focused. (41:01)
  • Why Mike conducts a 'chronological interview' when hiring salespeople. (43:32)
  • How Mike defines grit. (49:02)
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What is Grit?

Grit explores what it takes to create, build, and scale world-class organizations. It features weekly episodes highlighting the leaders who are pushing their companies to make a difference. This series is hosted by Joubin Mirzadegan, go to market operating partner at Kleiner Perkins, a venture capital firm investing in history-making founders.