Summary
Ellen Rataj, former member of the sales force at HubSpot, shares insights on scaling sales teams and implementing change management. She emphasizes the importance of positive thinking, effective communication, and cross-functional alignment. Ellen highlights the power of small wins and recognizing the good in each day as a measure of success in sales. In this episode, Ellen dives into the challenges of navigating organizational change and the strategies that have proven effective in maintaining team morale. She also explores how to tailor change management approaches to individual team members for smoother transitions and better outcomes.
Takeaways
- Positive thinking and focusing on the future state are powerful in sales.
- Effective change management involves assessing the current state, creating a plan, and aligning on priorities.
- Change is hard, so it's important to make it personal and relate it to individual benefits.
- Cross-functional alignment and communication are crucial for successful go-to-market strategies.
- A great day in sales is achieved by recognizing small wins and the good that happens.
Sound Bites
"A great day in sales to me looks like achieving a small win, or ideally multiple wins."
"Positive thinking and focusing on the future are important for everyone in the organization."
"Managing change well starts with having a clear vision and good communication."
"Don't overwhelm people with too many changes at once to avoid confusion and stress."
"Helping each person handle change smoothly is crucial for reducing difficulties."
"When a model or framework no longer fits, it's time for operational changes."
Chapters
00:00 Introduction and Background
02:48 Implementing Change Management
06:09 Managing Change without Ruffling Feathers
09:10 Challenges of Change Management
11:06 Lessons from Scaling at HubSpot
13:53 Cross-Functional Alignment in Go-to-Market
15:53 Managing a Large Sales Organization
20:56 Defining a Great Day in Sales
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
Popular Podcasts
Bookmarked by Reese's Book Club
Welcome to Bookmarked by Reese’s Book Club — the podcast where great stories, bold women, and irresistible conversations collide! Hosted by award-winning journalist Danielle Robay, each week new episodes balance thoughtful literary insight with the fervor of buzzy book trends, pop culture and more. Bookmarked brings together celebrities, tastemakers, influencers and authors from Reese's Book Club and beyond to share stories that transcend the page. Pull up a chair. You’re not just listening — you’re part of the conversation.
On Purpose with Jay Shetty
I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com