​​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