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Episode Info: Subscribe to Modern Selling on the App of Your Choice! Building a healthy sales culture is becoming more and more important in the modern selling context. It impacts everything from career paths and the success of team members to retention and churn to recruitment and even to landing big deals. This conversation touches on many of the things sales leaders need to consider when it comes to building a successful team culture within their organizations.  The main point is this: the healthier your team culture, the more powerful your organization will be across the board. Join me and my guest, Mike Volpe, CEO of Lola.com for this episode of #ModernSelling. This episode is sponsored by XANT, the enterprise leader in sales engagement. Xant has authored the Definitive Guide to Sales Cadence. Get your copy at www.SalesCadenceGuide.com Building A Healthy Sales Culture Includes Clear Career Paths One of the things I love about the way leadership at Lola.com has boosted the morale of their team is that they outline clear qualifications for advancement. This especially applies to their sales and software engineering teams (the two largest teams within the company). They want to make it simple for all team members to understand the skills, experience, and competencies they need to possess in order to move into the next position on their career journey. Similarly, the path to moving into leadership within those departments is clearly defined. That way, those with the drive and motivation to excel have clear goals and a destination in mind. But Mike makes it clear that the leadership team should not feel responsible to hold the hands of those who need to grow or who seek to be promoted.  Instead, they should encourage continuous development but leave it to the individual team member to own their career and take responsibility for their personal advancement. Healthier Culture Can Slow Team Member Churn There are many reasons team members leave a company. However, sales seems to have a higher than average turnover rate. Why? I asked Mike to share his insights and he provided a handful of helpful observations: Team members sometimes leave because they are not a fit with the culture of the company. Some are impatient with the long road to success and think jumping to a different team might shorten the process. At times, leadership is lax in providing clear guidelines for success and advancement. If team culture is poor, we can’t expect team members to feel enthusiastic about staying. Mike has years of experience both as a manager, and now as CEO of Lola.com. He’s seen and experienced the challenges of building a healthy sales culture. Listen to learn how you can be instrumental in improving the culture of your organization. Remote Team Members Require New Approaches To Building A Sales Culture  Relationships are never easy but are easier to manage when you work in the same office. That means the advent of remote work and remote teams adds a layer of complexi...
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