Summary
Helen Calvin, the new CEO of Buildout, shares her unique journey from a background in behavioral psychology to becoming a sales leader and eventually a CEO. The conversation explores the importance of understanding customer psychology in sales, the transition from CRO to CEO, and the need for a shift in compensation structures to motivate sales teams effectively. Helen emphasizes the significance of celebrating small wins and maintaining a customer-centric approach in all roles within a company.
Takeaways
- Helen's journey to CEO was unconventional, rooted in behavioral psychology.
- Understanding buyer psychology is crucial for effective sales strategies.
- The transition from CRO to CEO requires a broader perspective on business growth.
- Customer obsession is essential across all roles in a company.
- Celebrating micro-wins can boost team morale and motivation.
- Compensation structures should focus on autonomy, mastery, and purpose.
- Sales teams should be recognized for their contributions beyond just closing deals.
- Effective leadership involves removing roadblocks for team members.
Sound Bites
- "Sales found you more than anything."
- "You said frustrating. Tell me more about that."
- "Compensation planning is somewhat frustrating."
Chapters
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
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
Great Day In Sales Podcast Intro
Great Day in Sales Podcast Outro
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