Grit CRO ServiceTitan, Ross Biestman: ‘Team Before Self’: Motivating High-Performing Salespeople
Feb 15, 2021
Ross Biestman, the Chief Revenue Officer of ServiceTitan and a seasoned sales leader, shares his insights on motivating high-performing sales teams. He emphasizes the importance of teamwork, drawing parallels between his rugby days at UC Berkeley and corporate success. Ross discusses his transition from investment banking to sales, highlighting the value of collaboration. He also delves into the intrinsic motivations that drive top performers and explores innovative sales strategies at ServiceTitan that are transforming the contracting industry.
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Episode notes
Identifying Talent
- Identify talent by asking candidates about the hardest thing they've earned.
- This reveals their grit, resilience, and ability to handle challenging situations.
ServiceTitan's Sales Success
- High-performing salespeople at ServiceTitan are dynamic, insatiable about performance, and selfless.
- Prioritizing customer success is key, leading to balanced rep performance and high achievement rates.
Aggressive Quotas
- ServiceTitan sets high standards and operates "rails on rails" with quotas, often under-assigned.
- This approach pushes teams to achieve what seems barely possible, prioritizing efficiency and consistent performance.
