Grit

CRO ServiceTitan, Ross Biestman: ‘Team Before Self’: Motivating High-Performing Salespeople

Feb 15, 2021

52:17

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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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Quick takeaways

Reflective practice post-performance is essential for continuous improvement, fostering resilience and personal development in high-performing environments.

Transitioning from finance to sales exemplifies the importance of pursuing one's strengths and interests for a fulfilling career path.

High-performing teams benefit from clear motivation structures, promoting both intrinsic and extrinsic factors to enhance overall team performance.

Deep dives

The Importance of Performance Reflection

Evaluating performance after a game, regardless of the outcome, is crucial for growth. Continuous improvement involves assessing what went well and what did not, allowing for application of lessons learned. This reflective practice fosters resilience and prepares individuals to re-engage with the task at hand the next day. The emphasis on reflection highlights a commitment to personal and team development in any competitive environment.

Intro

2min

Career Reflections and Collaborative Learning in Sales Leadership

3min

From Banking to Sales: A Journey Inspired by Legacy

4min

High Performance Paradigms

22min

Empowering Contractors: The ServiceTitan Story

8min

Innovative Sales Strategies in Contracting

11min

Exploring Grit: Resilience and Career Opportunities

3min

If you ask Ross Biestman about the highest-performing environment he’s ever been a part of, you might be surprised to hear nothing of his time as an investment banking analyst or as a salesperson at Adobe.

Instead, Ross points to his time on the University of California, Berkeley rugby team — an organization that he says instilled team values that he still brings to every company he works with. In addition to his position as Chief Revenue Officer of ServiceTitan, Ross currently serves as the CRO Executive in Residence at Bessemer Venture Partners.

In this episode of Go to Market Grit, Joubin and Ross talk about how to motivate sales teams and increase their overall performance, the shared characteristics of high-performing people and how ServiceTitan is pushing full steam ahead on its go-to-market strategy.

Links:

Connect with Ross Biestman
- LinkedIn
Connect with Joubin
- Twitter
- LinkedIn
- Email: gtmg@kleinerperkins.com
Learn more about Kleiner Perkins
ServiceTitan: https://www.servicetitan.com/
ServiceTitan Careers: https://www.servicetitan.com/careers

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