From the course: Selling with Authenticity
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Quota-obsessed organizations
(piano music) - One of the challenges that we often face is that so many organizations are what I call quota-obsessed, and we hear this from reps, where the reps will say, "All my manager cares about is hit the number, "hit the number, hit the number." It becomes the whole story of the business and it creates a really transactional environment. But you experienced this yourself. - Yeah, so in my first job I sold advertising. And I was, well I still am, like the biggest advertising nerd. And I really believed in advertising's ability to connect customers to brands, and forge relationships, and tell really meaningful stories, and I took that into every sales call, but the organization I was operating in was exactly what you described, like, very quota-obsessed, and I assumed that because the number was the first priority, even though it felt like the only priority, it was all that mattered, and that every leader there was completely transactional and no one actually cared about what we…
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