Tara DiCristo-Schmitt (CRO at Houzz) joins host Kyle Norton (CRO at Owner.com), to explore how elite sales leaders build culture, trust, and clarity.

Drawing lessons from her time at ADP and HubSpot, Tara explains why vision beats velocity, why recognition is an underrated tool, and why forecasting is more about trust than it is about simple numbers. A candid, tactical conversation about getting the best from your teams.

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Chapters

00:00 – Introduction

01:00 – Tara's Career Journey

03:15 – ADP Sales Culture

06:20 – Shift Away from Structure

09:00 – Rebuilding Outbound Motion

11:00 – Recognition and Team Motivation

15:00 – Trust as Cultural Foundation

17:30 – Vision Beats Velocity

21:00 – Setting and Communicating Vision

25:30 – Company-Wide Recognition Rituals

32:00 – Execution Model for Hard Times

39:00 – Building Trust and Credibility

47:00 – Hiring for Trust and Self-Awareness

52:00 – Forecasting Through Trust