Sales Culture Transformation with Damien Lorschy | Interview

<p>If the culture of a sales team is bad or even toxic, enablers fight a constant uphill battle. So how do you turn the culture of a sales team around to incentivise positive behaviors and ultimately set sellers up for success? In today's episode, we're joined by a special guest who has led major culture transformation projects. He'll share with us what the symptoms of a negative culture are, how to approach the transformation discussion with senior stakeholders, metrics to consider, and pitfalls to avoid. Please welcome the head of&nbsp;APJ Sales Strategy, Operations and Enablement at AWS, Damien Lorschy.</p><p>Here are some of the questions we tackle:</p><ul><li>What is your definition of culture?</li><li>What are some of the indicators that there is a problem with your sales culture?</li><li>Let's talk about your journey in transforming your organisation's sales culture. What has been the insight in AWS' case that has led to the realisation that change is needed?</li><li>How did you engage senior leadership to drive this project?</li><li>Which steps have you taken after senior leadership support had been secured?</li><li>What were some of the results you've seen after the roll-out?</li><li>Can you share any topics that might help other Enablers drive a sales culture transformation project?</li></ul><br/><p><br></p><p>Here are some of the resources referenced in this episode:</p><p>Connect with Damien Lorschy on LinkedIn:&nbsp;<a href="https://www.linkedin.com/in/damien-lorschy/" rel="noopener noreferrer" target="_blank">https://www.linkedin.com/in/damien-lorschy/</a></p><p>Connect with Felix Krueger on LinkedIn:&nbsp;<a href="https://www.goffwd.com/?p=32828&amp;tve=true&amp;tcbf=891c90fbd2" rel="noopener noreferrer" target="_blank">https://www.linkedin.com/in/hfkrueger/</a></p><p>The Culture Code by Daniel Coyle: The Secrets of Highly Successful Groups <a href="https://www.amazon.com/Culture-Code-Secrets-Highly-Successful/dp/0804176981/" rel="noopener noreferrer" target="_blank">https://www.amazon.com/Culture-