Podcasts

This episode of Tech Sales Insights is the second part of our conversation with Kelly Breslin Wright, President and COO of Gong, and Founder and Thought leader at Culture Driven Sales. At the heart of culture-driven sales is people. This challenges the idea of a sales-driven culture where operating principles are the priority.

A strong people-first approach gets you the best talent and creates a positive work environment, which ultimately drives toward more and better sales. This means that companies must be very firm with hiring based on behaviors that align with the culture that they are trying to create within their organization.

HIGHLIGHTS

Culture Driven sales has a common mission and challenges conventions

On hiring: Determine the right behavior traits that align with your culture

Feedback and managing your culture with care and intention

QUOTES

Attract top talent with a strong mission - Kelly: "It's culture-driven sales. If you have a strong mission, strong culture, strong operating principles, strong people-first approach, then you're going to be able to get the best people and help to provide an environment where it's a positive place to work where you can get the most out of those people because they're empowered and then that in turn will drive more sales."

Be intentional in determining behavioral fit during the interview process - Kelly: "Mission is really important to make sure the whole company understands the purpose and their why. This is a really important way to determine who wants to work for you, who [does] not. Are they passionate about that why? Do they care? So that's the first.”

"The second is making sure that we're asking the right questions in the interview process that are teasing out not only experience and resume, but also how they align with the right behavioral traits that are core to your culture and your operating principle."