In this snippet from our latest GTM Insider Podcast, Rory Sadler (CEO of trumpet) catches up with Lesley Ronaldson, VP at Gong, to talk about building and maintaining high-performing sales teams.
One of Lesley’s most effective strategies is matching new hires with a top performer who shares a similar style – not just throwing them into the deep end with a generic onboarding experience.
"Sales is sometimes like acting. There's your lines, there's your play – but it's not authentic if you're just copying someone else's pitch."
Rather than overwhelming new joiners with input from every top seller, Lesley looks for the best individual match. If a new hire shares traits with a particular high performer, they are paired up – or at least encouraged to listen to their calls and observe how they sell. It’s about guiding new team members to find their own voice, not moulding them into a carbon copy of someone else.
At Gong, this tailored approach to onboarding has paid off in faster ramp times, stronger early performance, and a sales floor full of authentic, confident sellers.
Lesley also highlights a key point for sales leaders: pushing everyone to follow the same "top rep formula" can actually slow growth, especially for introverted or storytelling-led sellers. Matching by style, not just success metrics, creates a more inclusive and sustainable path to excellence.
👉 Read the full blog here
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