Blog Category: Sales Culture

More sales. More customer growth and more success. That’s what everyone wants and how we have traditionally defined success as sales professionals. If you are selling more, then you must be successful – right? Perhaps…or maybe not so much anymore. Let’s be clear – the rules have changed and how we differentiate ourselves and our offerings is the reason why we will see more success. Personal and professional complacency kills sales.

The best part of giving a keynote address is getting the opportunity to hear so many valuable and insightful comments from attendees. The comments often make me think about how other people see sales and my topic of sales culture. Last week, I had an amazing conversation with someone about the role of vulnerability in making more sales and, by extension, creating a better sales culture.

For the past 5 years, I have been defining and shaping the conversation about sales culture. Creating a sales culture does not solely rest on the sales team’s shoulders – and it does not necessarily even begin there. Surprised by the second statement?