What makes a Good GTM Operator vs. a Great GTM Operator?
There is 𝙖𝙡𝙬𝙖𝙮𝙨 𝙖 𝙡𝙤𝙩 𝙤𝙛 𝙬𝙤𝙧𝙠, and GTM operators never struggle to find work. GTM functions are constantly battling and juggling how much you are willing to challenge for short-term returns (𝗿𝗲𝗮𝗰𝘁𝗶𝘃𝗲 𝘄𝗼𝗿𝗸) vs. how much you are willing to work on a bet that requires immediate sacrifices in the hope of achieving exceptionally long-term games (𝗳𝗼𝗿𝘄𝗮𝗿𝗱 𝘁𝗵𝗶𝗻𝗸𝗶𝗻𝗴).
When it comes to go-to-market operators, there are good ones, and there are great ones. So what separates the top performers from the rest of the pack?
What makes someone a great GTM Operator?
Strategic thinking, risk-taking, and an ability to juggle short-term and long-term objectives with prioritization wizardry is what makes someone a great GTM Operator.
Great go-to-market operators are constantly thinking about creating the most value for their company in the long run, even if it means making sacrifices in the short term. They are willing to take risks and experiment with new ideas, knowing that not every bet will pay off. And they can juggle multiple objectives, balancing the need for immediate results to achieve something truly transformational.
In today's fast-paced, ever-changing business world, these three qualities are more important than ever. If you want to be a top performer as a GTM Operator, make sure you're always thinking strategically, taking risks, and balancing short-term and long-term objectives.
What makes someone a strategic thinker?
Strategic thinkers are able to see the big picture and understand how all the pieces fit together. They're able to think about the long-term consequences of their actions and make decisions accordingly. And they're always looking for ways to improve, whether by challenging the status quo or experimenting with new ideas.
What makes someone a risk taker?
Risk-takers are willing to take chances, even if it means potentially failing. They know that to achieve something great, you have to be willing to put everything on the line. And they're not afraid of change or uncertainty – in fact, they thrive in those environments.
What makes someone able to balance short-term and long-term objectives? In other words, are they able to prioritize objectives?
Someone who can balance short-term and long-term objectives is able to think about the long-term consequences of their actions and make decisions accordingly. And they're always looking for ways to improve, whether by challenging the status quo or experimenting with new ideas.
Sometimes short-term objectives have to take precedence because it can have a huge impact on the business to get a deal to close or it's all hand on deck to get an analysis completed to make an urgent decision. What separates people who can balance short-term and long-term objectives are usually able to take a step back, analyze the situation and make a decision that would be not just good for the moment but for the long run as well.
Major Takeaway
It’s always a balance as a GTM Operator with a list of work that keeps expanding but if you work your Prioritization, Strategic Thinking, and Risk Taking Superpower, it will take you a long way in your career and help any business succeed.
