The Revenue Leadership Podcast with Kyle Norton E43: Geraldine MacCarthy, CRO of Oyster HR, Demystifies Distributed Sales Teams
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Aug 13, 2025 Geraldine MacCarthy, CRO at Oyster HR and former CRO at Personio, shares her extensive experience in leading remote-first businesses at giants like Google and Dropbox. She discusses the complexities of scaling distributed sales teams across continents, emphasizing the nuances of hybrid work models. Geraldine challenges traditional remote work beliefs and advocates for empowering managers to enhance team performance. She offers insights on fostering trust, maximizing meeting efficiency, and effective communication strategies that drive productivity in remote settings.
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The Remote/Office Binary Is False
- The remote vs office binary is false; most companies live in a gray zone between the extremes.
- Accepting and designing for that grayness turns it from a weakness into an advantage.
Choose By Role And Talent Access
- Decide role-by-role: deep-focus roles like engineering skew remote; junior roles like SDRs benefit from co-location.
- Evaluate access to talent and build infrastructure before hiring distributed teams.
Default To Writing And Defined Escalations
- Default to asynchronous writing: use docs not Slack for decisions, and record updates in multiple formats.
- Define clear escalation paths for urgent items and when to break working-time rules.
