In the latest episode of Sales Leaders Talk, we introduce Tomáš Rigas, CSO at Kros—a charismatic leader who heads up a team full of talented salespeople. But building that kind of synergy doesn’t happen by accident. So, what’s behind his success?
1. How did you get into sales?
I’ve always enjoyed working with people, and if I can help them along the way, even better. For me, sales is primarily about the value we bring to the customer. It’s about listening to them and figuring out how our product can meet their needs. When it all clicks, both sides win. My first taste of sales came during high school when I took on part-time jobs that focused on customer interaction and selling. My earliest experiences included selling Christmas carp and trees. That’s when I realized that sales can be something that makes people genuinely happy—and that I could be the one to help create that moment.
2. What do you enjoy most about salsa?
I love the direct interactions in sales—when there’s a win/win moment between satisfied customers who keep coming back and happy salespeople. Now that I lead the sales team, I find a lot of joy in helping individual salespeople grow. I strive to build a team where everyone supports one another and works together. When all these pieces fit, it’s amazing to watch a salesperson grow—not just professionally, but personally too.
3. Do you remember your funniest moment in your sales career?
A few years ago, it wasn’t easy to explain to people that I was a software salesman—it often took longer than I’d like. So I started saying I sold printers instead, because people understood that right away (even though I’ve never actually sold a printer). It always makes me smile when I run into someone from the past and they still ask me if I’m selling printers.
4. What tools or technologies do you use most in your work?
We’ve been using PowerBI for a while to collect and analyze all the data we need to make daily, long-term, and strategic decisions. We also use HubSpot to automate customer interactions—both during the sales process and throughout customer care. We’ve implemented various tools to streamline processes, and one of the newest additions is Klára, our AI sales assistant, who helps log sales activities and manage customer interactions directly in our CRM.
5. How long have you been working in salesa?
I have been in sales for about 20 years. The changes that have taken place are massive. In the past, all you needed was a good product and a capable salesperson, and things would work. In today’s fast-paced world, the product needs to be truly exceptional. A customer can easily find dozens of similar options online. That means a salesperson has to master a wide range of skills. It is not just about being good at in-person or phone sales anymore. A salesperson needs to function partly as an analyst, collecting and analyzing customer data. At the same time, they need some marketing skills, since their outreach has to stand out among many other offers. And they need to be comfortable with tech, using modern tools that can now be a real competitive advantage, like Power BI, HubSpot, and AI tools.
6. What do you love about salsa and what can’t you stand?
What I love is the synergy that happens when the right product meets a customer’s need. That creates mutual value and often leads to strong human connections. My biggest challenge is finding the right customer for the product. When I manage to do that, it usually turns into a long-term partnership. What I really cannot stand is when a salesperson tries to sell their product no matter what, even when they know it is not right for that customer. That kind of approach leads to disappointment and can damage the customer’s trust in all salespeople.
7. What qualities do you think make a person an exceptional salesperson?
To be successful in sales, you need to really listen and understand the customer’s needs. It is important to ask the right questions. Those are the ones that help shape an offer that not only meets current needs, but also includes something the customer did not even know they needed. If a salesperson is honest with their customers, those customers will pass on good word of mouth. That helps bring in new clients through positive referrals.
8. What is your favourite type of customer?
I really value customers who are open and honest about their needs and current issues. That kind of communication allows us to work together to create a tailor-made solution and often deliver more than the customer expected. When all of that comes together, the customer often becomes a loyal partner who is happy to serve as a reference for potential new clients.
9. How do you handle rejection or challenging situations?
To me, it’s essential that a salesperson believes in the product they’re selling. If I truly believe what I’m offering brings value, that belief helps me accept that not every conversation will end in a sale. Everyone’s motivation in sales is different—some are driven by commission, others by the desire to be the best on the team, and others by wanting to help solve customer problems. It’s important to know what drives you and to share that with your manager. That way, you can work together to create a motivational environment that aligns with your goals and helps you thrive.
10. What is your motto or advice for newcomers to salsa?
Sales today is fast-paced and constantly evolving, so it’s essential to use modern tools—AI, automation, and beyond.
In my opinion, these aren’t just nice-to-haves anymore—they’re the new standard. Without them, it’s harder than ever to even get in front of the customer, let alone show off your sales skills.
