AMA: HubSpot Director of Sales, Katie Walsh on Sales Leadership

Managing a remote or hybrid sales force really comes down to intentionality.I anchor everything in clarity.Clear expectations around goals, behaviors, and how work gets d...

Capture the reality, identify patterns, and turn insights into behavior change. If it doesn’t change how teams sell, it’s just reporting.First, I focus on getting clean, ...

One that’s purpose-built, not stacked. Every meeting should earn its place by changing decisions or behavior.I’m ruthless about meeting intent. Forecast calls exist to as...

I think about AI in sales leadership as an accelerant and the foundation has to be trust.We use AI to help reps and managers see patterns faster, coach more consistently,...

The ones who have a high learning velocity, resilience, and customer curiosity.I hire for how people think, not just what they’ve sold. Top AEs show strong problem-solvin...