Posts tagged management
Sales Culture: The #1 Key to Successful Organizations

I recently had a great chat with my good friend and mentor Kirby Steil, the VP of Sales at Insight Global, one of the largest and fastest growing staffing companies in the world. Kirby is a beast at transforming organizations using the only approach that actually works to transform organizations--creating, maintaining, and directing culture. In this article, I’ll share Kirby’s insights on

  • How to fix a broken culture

  • How to define culture from the top down

  • Best practices for keeping attrition low

  • How to know why an organization is or isn’t successful and what to do about it

Culture is the most significant driving force in America today--it’s at the root of everything we do. If you grow up in a community where certain behaviors are acceptable or unacceptable, you’ll

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Has the “One on One” Officially Died?

When I was a young sales person I met face to face with my Sales Manager every single Monday morning. We talked about my sales metrics from the previous week, he double checked my documentation in the CRM, we talked about this week’s plan, and he gave me feedback on where I can improve. Most importantly, he asked me where I needed help.

Because I knew Monday morning was coming and good old Kirby (that was my first manager’s name) was going to be in my kitchen, it really helped give me that extra accountability I needed to make sure I did all of the little things. I didn’t cut corners, because I didn’t want Kirby to find out and be disappointed. Eventually, I started just doing the little things right because I started seeing the results and those “little things,” all of a sudden had a ton of value to me.

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