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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Career Shift
- Ross Biestman's initial career path was investment banking, influenced by movies like "Wall Street".
- He realized his strength was in pitching to clients and transitioned to software sales, inspired by his father's success at Netscape.
High-Performance Environments
- High-performing individuals are not solely driven by internal factors, but also by their environment.
- The "high performance environmental structure" framework identifies elements that motivate both intrinsically and extrinsically.
The Power of Meaning
- Instill a strong sense of meaning and purpose within your team.
- This intrinsic motivation helps teams handle pressure and achieve beyond their perceived limits.
