SalesTechStar Interview with Vernon Irvin, CRO at G-P
G-P’s Chief Revenue Officer, Vernon Irvin joins us in this Q&A to share a few top of mind thoughts on the state of B2B sales and salestech:
Welcome to this SalesTech Series chat, Vernon, tell us about yourself and more about your role at Globalization Partners…
G-P is a leader of the global employment industry. Our global growth platform, which includes our industry leading employer of record solutions helps companies create and scale their global footprint quickly and compliantly in 180+ countries.
G-P’s business model and mission to push the boundaries of business growth is an area I’m personally and professionally passionate about. In my role as chief revenue officer at G-P, I am driving global revenue growth and sales strategies daily – and in effect helping our customers create dynamic, agile and diverse businesses to thrive in the global market.
What do you feel today’s B2B tech CRO needs to do more of, to drive revenue goals and sales alignment in the context of global expansion and international hiring compliance?
In today’s business and macroeconomic landscape, CROs that have a global mindset can better drive business success and increase revenue in the year ahead. When a company is looking to scale or enter new markets globally, Sales teams are often the first hires and the first in new markets. This is a huge responsibility and compliance is crucial as companies are building new regional teams, and as they start conducting business.
This requires a comprehensive approach that integrates technology for both sales optimization and compliance adherence is key to achieving revenue goals in today’s ever-evolving business landscape. Additionally, collaborating with other business leaders and decision-makers, like CHROs and CTOs, helps CROs create an insights-driven strategy, and one that contributes to the success of all corporate departments.
For sales and revenue leaders shaping teams for global expansion and international hiring compliance: what core skills and profiles or team frameworks do you think they should keep in mind to create a stronger unit based on current trends?
As I think about creating the strongest sales teams, a belief we have at G-P comes to mind: human when you need, tech when you want it. In essence, start with the right people, then make sure you have the right tools and tech to support them in creating a future-fit global workforce and business.
A global mindset is critical to building a successful team and operating on a global scale. A global mindset requires not only an understanding of international markets but also the ability to adapt. Adaptability is a critical skill for not only revenue and sales teams, but every team that operates on a global scale.
We recently did some research that found 41% of executives cite adaptability as a top quality needed to navigate business uncertainties and lead their organizations through change, regardless of location.
To enable better workforce management, overall talent development and strategic planning, leaders also need to think about how they can make technology investments that support their teams in being sales-savvy while also addressing the complexities and compliance requirements of today’s fast-moving markets. With the right global growth technology partner, global growth and expansion can happen in more meaningful ways.
What predictions do you have in mind regarding the future of B2B sales and salestech in the context of global expansion and compliant international hiring?
The future of B2B sales will see an increased focus on technologies that enable global work and collaboration to enable businesses to grow globally. There are already a lot of folks sharing thoughts on how AI will play a role in legal and financial services, which in time could help make international hiring more efficient.
The utilization of virtual collaboration tools will also continue to be essential to bridge geographical gaps and facilitate communication in the context of international teams. With these aspects combined, the sales process will evolve to become more personalized, taking into consideration the unique aspects of each market.
If you had to share a few AI trends that will lead the salestech space in 2024 and beyond, particularly in the realm of global expansion and compliant international hiring, what would you talk about?
AI-driven insights and analytics will be critical in forecasting rapid expansion into new markets. Executives don’t need to be an expert in every market where they hire or sell into, but they do need to rely on experts and data to advise on the local laws, regulations and processes. The insights AI generates can help inform organizations about the markets they want to capture and help predict the need of their products in those markets and how to best align their GTM cycle to achieve success.
But just as the sales team looks at data to determine the selling opportunity in a new market, leaders also have to look at the data in the region where they are looking to expand the workforce, to see what kind of talent is available and accessible. Embracing these AI trends will be crucial for global organizations, ensuring that we stay ahead in the rapidly evolving landscape of global growth, while building collaborative and innovative teams in the process.
Read More: 2024 B2B Sales Predictions by Crunchbase
Episode 192: The Latest in Distributed Commerce with Byron Sorrells, CEO and Co-founder of Dispatch
Episode 191: The Future of Online Shopping with Anh Vu-Lieberman, VP of Conversion Rate and Optimization at Nogin
Episode 190: Current AR Trends in Sales and Marketing with Zac Duff, CEO and co-Founder at JigSpace