Empathy. Accountability. Consistency.
Three words that define how Gary Rosier-Taylor, VP of EMEA Fleet Sales at Descartes Systems Group, approaches leadership.

In this episode of ORRJO Unscripted, Gary sits down to share the lessons he’s learned from years leading large, high-performing sales teams across Europe, and why the best leaders don’t just manage people, they develop them.

From handling pressure to building trust, Gary opens up about the realities of leadership in a modern sales environment. He explains how empathy and accountability work hand-in-hand, and why listening, coaching, and setting clear expectations are the foundations of a strong team culture.

We dive into:

• How to create a sales culture built on trust and shared responsibility
• The difference between being a manager and being a leader
• Why listening is a competitive advantage in leadership
• How to navigate growth, setbacks, and tough conversations
• The mindset shifts that separate average teams from high-performing ones

It’s an honest, grounded conversation about leadership that actually works,not theory, but practice.

If you lead people, sell for a living, or aspire to move into leadership, this episode is packed with practical lessons you can apply straight away.