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Watch this snippet from our GTM Insider Podcast, where trumpet CEO Rory Sadler sits down with Lesley Ronaldson, VP EMEA at Gong, to talk all things sales excellence. From building high-performing teams to modern enablement and leadership, Lesley shares her perspective from 26+ years leading commercial teams at companies like Dell, LinkedIn, Asana and Gong.
One of the biggest takeaways from the Podcast was about howsales excellence starts before onboarding – it starts with who you hire, and how you hire them.
Lesley explains how Gong’s hiring process is built to ensure cultural fit, not just competence. That includes a diverse set of interviewers – RevOps, sales, peers – and one final, crucial conversation led by Lesley herself.
“I do the last interview for every person that comes in the door. It’s not about the role or experience – it’s about getting to know them. I ask very specific questions… it gives me a really good lens on the person and how they’ll fit into the team.”
This kind of intentional hiring doesn’t just help maintain culture – it shapes it. And Lesley’s proud to say it’s working.
For sales leaders building teams, the lesson is clear – cultural fit isn’t soft stuff. It’s what creates the kind of environment where people thrive and perform.
🎧 Listen to the full episode of the GTM Insider Podcast
📺 Watch the conversation on YouTube
📚 Read the full blog: Achieving Sales Excellence with Lesley Ronaldson
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