#4 - Gayle Charach (Global Head of Sales Enablement): From Camp Counsellor to Sales Leader

[@PaulSyng]

CHAPTERS (00:00) How Gayle and I met (02:08) Gayle’s current role as Global Head of Sales Enablement at vArmour (03:34) From Winnipeg to Toronto (07:07) Teamwork, collaboration, and other lessons learned from camp (11:02) Driving results with the STAR methodology (13:54) Trip to Israel and emotional regulation as a leadership skill (19:20) Speaking in Eight grade language for domain experts (23:33) Not fitting into a box and Gayle’s car buying story (32:52) Leading with a story to invite people into the conversation (38:38) Helping logical minds tell emotion-led stories (43:06) From strategy to initiatives, change management and the role of collaboration (52:16) Improving communication bandwidth between people and teams (01:03:25) Building trust and bringing people on the journey by knowing what drives them (01:10:13) Culture and behaviour as a result of incentive structures (01:15:23) Connecting the people at the bottom with the top (01:22:43) How Gayle got into sales (01:28:08) Imposter syndrome, limiting beliefs and trusting yourself (01:33:14) Advice for women looking for a career in sales (01:40:06) Paul’s summary and learnings (01:42:58) 3001 Questions all about me (01:45:23) Closing remarks