Ben Zoldan in Stories | November 29, 2016 | No Comments

Is Your Culture Leading Good People to Do Bad Things?

This post will probably get me in trouble…

I had a personal experience that reminded me how two similarly constructed processes can have two completely different results. Here is how it played out:

 

 

Good people in bad cultures can do bad things.

How is it that our profession; the business of selling, is so universally disliked? Our so-called values: trust, transparency, authenticity and openness, have been shoved aside and dominated by processes, incentives, quotas, results and outcomes.

One of the most inspiring Sales leaders I know has become a close friend. I’ll never forget Barry kicking off the very first workshop we did together in his company, and him standing in front of his people sharing why we’re doing this work….

What if we take the selling out of sales and just focus on becoming better people? If we do that, by extension, wouldn’t we all become better salespeople?

Ask yourself:

What are your values? If you have a tough time with this one, ask yourself what you would like people to say about you and your organization.
Do you have rituals and discipline that maintain those values? Are we practicing our values in the things we do everyday? Are we maintaining our values when it comes to the way we act at the end of the quarter? In our QBRs? In the way we approach the world? In how we treat each other?

 

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