I recently caught up with my friend David Schneider (President Emeritus at ServiceNow) to include his insights for a new Sales Leadership book I’m working on.
I’ve known David for years (ServiceNow was actually my very first client back in 2013)…
But I’ve never heard the backstory on his leadership journey, until now.
David is a legend in the Valley for having scaled Data Domain from 0 customers / $0 Rev to an acquisition EMC and > $1B in Rev…
And ServiceNow where he led the sales org from < $200M ARR to $4.5B ARR and a $100B market cap over a 10 year stretch—an accomplishment few people on the planet have achieved.
Having spoken to dozens of current/former ServiceNow employees they all basically said the same thing:
They would walk through a burning wall for David.
What inspires this type of fierce loyalty?
Knowing your #s, dialing in your Capacity Model, and honing your GTM Strategy are obviously important.
But when it comes to the people side to management, world-class leaders like David lead with their heart—and their people can feel it.
As Sales Leaders, we should all take to heart something David told me:
“It’s all about maximizing the potential of your people. How you choose to lead your team matters.”
