Navigating Sales Leadership with Kyle Norton

In this episode of Pillar Talk, Rick Smolen chats with Kyle Norton, the CRO of owner.com, to explore operating rhythms in sales leadership. Kyle, with his rich background in sales leadership roles across companies like Shopify, League, and now Owner.com, delves into how establishing a robust operating rhythm is crucial for sales teams to achieve targets today and in the future. The discussion navigates through Kyle's personal journey and lessons learned, highlighting the importance of forward planning, the critical role of headcount planning, and the necessity of building a bench for future growth.Gain insights into the challenges and strategies of managing high-velocity sales teams, the significance of daily, weekly, and quarterly rhythms, and the impact of coaching and developing teams for sustained success. The episode also covers the transition from individual contributor to leadership roles, emphasizing the transformation required in mindset and approach to foster a motivated, accountable, and engaged team.Kyle shares tactical advice on how to implement and maintain a monthly communication review cadence.  Kyle also outlines the importance of top down communication across the organization, shares his process for putting his monthly reviews together, and describes the benefits including personal accountability at the top of the org.HERE is Kyle's template for creating a weekly communication framework for his leadership team.Music by Ben Cina & Ayler Young