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