February 21, 2020     Daily Post

Changing Sales Culture

‘Sales’ has a terrible culture.

Yet ‘sales’ itself is hugely important.

How do we reconcile the two?

Ridiculous sales targets create compromising conversations and pushy practices. Why not instead just not recruit people who need arbitrary targets in order to do their jobs? What if we nurtured a culture of helping the right people solve their problems, rather than celebrating “closer” ‘bad-assery’?

Bad leadership enables those environments to develop. They turn a blind eye to it “because it works”. Yet our experience shows us that approaching the market with a genuine heart for service outperforms conventional ‘harder’ sales practices. It works too. Why not try that instead?

Salespeople get a bad rap when they’re only doing what they’ve been forced to do.

Look to the leaders.