The Keys to Success in Tech Sales

A conversation with Leagh Turner & Kim Gastle at Ceridian

At our August (virtual) Women in Tech Sales Bootcamp, we were fortunate to spend time with two amazing leaders from Ceridian, Leagh Turner, President and COO, and Kim Gastle, Global Head of Sales. They spoke openly and shared advice on how to succeed in tech sales.

Leagh and Kim walked the cohort through their career journeys and offered their perspectives on the industry and what they learned along the way. Here’s a quick roundup of some of the best takeaways.

Be grateful for the challenges

Leagh spoke about her early days in the business, and what it was like to enter a male-dominated industry. “You quickly recognized you had to forge your own path.” She offered some critical insights to our bootcampers about setting oneself apart. “Looking back, I’m very grateful for that experience, because it allowed me to focus on the job at hand and move through the learning curve really quickly. Whether you’re one of 5 or 50 people, you have an opportunity to stand out and be different.”

Key learning: Take advantage of every opportunity to learn, and always look for the positive.

Mentorship vs. Sponsorship

Leagh and Kim shared the importance of mentors and sponsors, and why both are key to anyone’s career. They also pointed out the major differences between the two, and what mentors and sponsors can offer.

Leagh shared her perspective first. “Mentorship is coaching, support and guidance; a good steady hand to provide you advice. Sponsorship is advocacy, you are associating your brand with someone else’s. You know the difference when you see it. The first is helpful and quiet, more behind closed doors. Sponsorship is out front and public, commingling success. You are putting your weight behind someone else to help them succeed.”

Kim shared a similar view. “Mentorship and sponsorship are very important and completely different. Mentorship is about tapping into your network, internal or external, for someone who can provide guidance and coaching. Sponsorship is having someone who understands your talents, raises their hand to put you in a position for success, and opens doors. You've established your talent and they are willing to go to bat for you.”

Key learning: Developing a trusted network is key. Take time to find the right mentor and sponsor who are right for you.

Be curious, empathetic, and put in the effort

On qualities they look for when hiring at Ceridian, Leagh and Kim spoke to the importance of intellectual curiosity and effort, empathy, understanding and trust.

Said Leagh: “I care a lot about intellectual curiosity, people who are always looking for the ‘why’ and want to extend their thinking. When people are curious, they can puzzle their way through things that are ill-defined. In sales, you don't always know how to get to the end of the line, so being curious is important. The second characteristic is effort. You can see people who are willing to put in the effort to make things happen, and fully commit to the outcome. We all have that capacity in us, and that’s how we can set ourselves apart.”

Kim emphasized empathy, trust, and understanding your customer and their goals.

“An important one is empathy. That means stopping to appreciate the position someone is in and what they are trying to accomplish. That goes hand-in-hand with deeply understanding your customer and how they define success. When we have empathy, we build trust, and that’s how we create customers for life.”

Key learning: You don’t need sales experience to be good at sales. Be curious, put in the effort. Be empathetic and build trust. Success will follow.

The best part of you is you

To close out the morning, Kim left our cohort with a quote she heard that had a lasting impact.

“Someone said, ‘The best part of you is YOU.’ I absolutely believe that. You are a gift to the organization. Use your voice and your ideas, speak up, and understand the value you bring. The only way an organization can fuel their growth is by fostering a diverse way of thinking and hiring people who have the courage to speak up.”

Thank you to the amazing leaders at Ceridian for sharing your experiences with our cohort. We are proud to partner with incredible organizations like Ceridian, that are putting diversity strategies in action and supporting programs like ours! Together we’re hiring more women in tech sales, one cohort at a time.

If you’d like to be part of the team at Ceridian, they are currently hiring for a wide range of positions across North America. Check out their careers page for more information about what makes Ceridian a great place to work.

If you are interested in more information about The Women in Tech Sales Bootcamp please reach out to Tina Fischer, [email protected] or 647-326-0500.