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EP20 | Catherine Olivier - Cognism
In this episode of I Used to Be Crap at Sales, Catherine Olivier, VP of Global Sales Development at Cognism, shares a refreshingly honest look at what it really takes to lead a high-performing global SDR team—and what first-time managers often get wrong. Drawing from years of experience scaling teams across the US, UK, Germany, and France, Catherine breaks down the realities of leadership that rarely get talked about: imposter syndrome, perception of favouritism, managing friends, and staying human while setting high standards.
Sales leaders and new SDR managers will learn why no one should manage more than seven reps, how to avoid the trap of “managing the way you were managed,” and why one-size-fits-all leadership fails fast. Catherine also explains how to stay close to your team in a hybrid world, how to set boundaries without losing connection, and how to earn trust without being everyone’s friend.
Whether you’re leading your first SDRs or managing managers, this episode is packed with real advice on coaching, team structure, leadership mindset, and building culture across borders—with zero fluff.
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What You'll Learn From This Episode:
- What does great global SDR team leadership actually look like in practice?
- What are the essential first-time SDR manager tips every new leader should know?
- How should you be managing remote sales teams without losing connection or control?
- What SDR manager advice can help you navigate managing team dynamics—especially when leading former peers?
- How do top performers handle imposter syndrome in sales and bounce back from leadership mistakes new managers make?