Summary
Helen Calvin, the new CEO of Buildout, shares her journey from sales roles to executive leadership, exploring the psychology behind sales and its impact on becoming a CEO. She talks about the importance of empowering sales teams through autonomy, accountability, and innovative incentives. The conversation also focuses on transforming sales challenges into opportunities and driving success through innovative strategies
Helen shares great insights about her career journey and making her way up to becoming a CEO. She emphasizes the importance of crafting a vision for sales leadership in the modern era and drawing on lessons learned from real-world experiences. This episode provides valuable insights for those looking to enhance their sales and leadership skills no matter where they might be in their career.
In This Episode You Will Discover How To:
- Transition from sales roles to executive leadership, exploring the psychology behind sales and its impact on becoming a CEO.
- Redefine sales leadership by offering insights from a CEO's perspective, highlighting the importance of empowering sales teams through autonomy, accountability, and innovative incentives.
- Transform sales challenges into opportunities and drive success through innovative strategies.
Quotes and a Sneak Peak
Helen highlights the significance of recognizing and celebrating small achievements.
"Celebrate the micro wins, otherwise it's just too long of a road, and so my favorite days, a great day in sales is when you have a day full of a bunch of little micro wins that get recognition."
Listen to find out what makes a great day in sales according to Helen.
"A great day in sales is when we celebrate the momentum. It's not just about closing deals; it's about recognizing every step of progress, every micro-win because those are the moments that keep us moving forward."
You'll learn how to better listen to your clients and their needs.
"Listening is an underrated skill. It's not just about hearing words; it's about understanding the nuances and what isn't being said. This can transform how we engage with clients and colleagues alike."
Chapters That Matter:
00:00 Transitioning to CEO: A Unique Journey
03:01 The Role of Psychology in Sales
06:04 From CRO to CEO: A Shift in Perspective
09:01 Rethinking Compensation Structures
15:10 Celebrating Momentum in Sales
