In this episode of The Revenue Cafe Podcast by Breadcrumbs Hot Takes Live, Gary Amaral welcomes Erol Toker, a seasoned CEO and co-founder with extensive experience in the revenue operations (rev ops) space. Erol shares his journey and the valuable lessons he learned from his time as a CEO, emphasizing the need to reevaluate traditional sales approaches. He discusses how companies can improve their processes by shifting the focus from sales metrics to customer-centric strategies. Erol's insights shed light on why it's essential to redefine the role of sales in the modern business landscape. KEY TAKEAWAYS Metrics can be deceiving: Today's best-in-class metrics may not be relevant in the future, and it's easy to deceive yourself if you isolate metrics without considering the bigger picture. Problems originate in various departments: Many challenges in business don't have a single root cause but are interconnected across different departments, making it vital to take a holistic approach to problem-solving. Rethinking the role of sales: Errol questions whether the effort and complexity of scaling a sales team are worth it, urging businesses to focus on the ultimate goal of making the right customers come in the door and have a seamless experience. Customer-centric approach: Shifting the perspective to understand what the ideal customer looks like, what they need to see, and how to meet their needs can lead to significant improvements in efficiency and customer satisfaction. HIGHLIGHT QUOTES "It's really easy to kid yourself if you break down and silo your metrics and say, we are absolutely crushing it. And there's only one problem over there, but everything else is going great. Never works that way." "The job of sales is to make the business successful. Rather than talking about making sales, having a great marketing department, a great sales department, what does it mean for the business to be successful?" "The best fit customers are always the quietest and they always renew and they always pay more than everybody else." You can find out more about Erol in the link below: LinkedIn: https://www.linkedin.com/in/eroltoker/ HOST: Gary Amaral GUEST: Erol Toker Breadcrumbs Podcast