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
