From the GTM Insider Podcast with Lesley Ronaldson, VP at Gong
Lesley was clear: building a high-performing team starts with mindset — but it doesn’t end there.
To create a top-tier sales organisation, leaders must foster an environment of transparency, collaboration and shared accountability.
"It’s not just about the number anymore," Lesley shares. "You need to create an environment where people feel they're winning as a team and moving forward together."
In this kind of environment, reps are more motivated, more consistent, and far more resilient over the long haul.
So what are the real indicators of a consistently high performer? Lesley breaks it down:
- Hunger for the role – They show tenacity and resilience from day one.
- Coachability – They are open to feedback, willing to learn and adapt.
- Pipeline obsession – They consistently create quality opportunities, not just chase what's in front of them.
- Data-driven habits – They understand that activity alone isn’t enough – it's about doing the right things.
- Team mentality – They celebrate not only personal wins, but team milestones across the business.
And importantly, Lesley reminds leaders that success isn’t only about celebrating quota-crushing reps. At Gong, they hit the gong not just for big deals but also for engineering milestones, new hires, and internal wins. Building a strong, high-energy culture means recognising every contribution, not just the revenue-generating ones.
Listen, read and explore
🎙 Listen and read the full episode of the GTM Insider Podcast with Lesley Ronaldson here.
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