The Interview

Kluster's Take

Georgina spoke with Carl Oliveri, Chief Revenue Officer at Robin. He explains his unique approach to sales leadership

Carl’s philosophy is that it’s always about the people. His focus is personal development, helping people understand how they can improve. Carl explains that understanding people's why is really important. The career discussion piece is one of his favourite aspects of the job. He seeks to understand what part of your core you are missing in your job. Carl has discovered many people who are very creative and have found themselves in a sales role. He believes you need to find ways to bring that to the table.

Carl stresses that vulnerability is the key to a great VP of Sales. He tells managers at every level that when you’re taking on a new group, your first goal is to earn the trust of that group. Carl makes it clear that he's there to remove obstacles and make them successful. Once you have their buy-in, this gives you the authority to start making changes. He tells us that you’re not going to get the best out of people unless they trust that your heart’s in the right place.