Is Your Culture Costing You the Close?
You’ve spent a fortune on that shiny CRM. Your sales team is out there grinding until the gears smoke. Your product? It’s objectively the best in the game.
So, why are your deals stalling out at the finish line?
Many leaders look at the Top of Funnel to find the leak. They audit the pitch decks, tweak the LinkedIn scripts, and double down on outreach. But the UH-OH isn't happening in front of the customer. It’s happening in your hallways, your Zoom rooms, and your Slack channels.
Silos are the silent killers of your close rate.
When your Sales team doesn’t trust Operations to deliver, they sell with hesitation. When Marketing doesn’t understand the true pain points Sales hears on the ground, they generate misaligned prospects. This lack of Internal Cohesion creates a Friction Tax that your customers can smell from a mile away. If your team isn't sold on each other, they will never consistently sell your vision to the world.
A Must-Hear for New Listeners
As our community here at Cohesion Corner™ with Dr. Troy continues to grow, I want to make sure our newest members don't miss out on the foundational conversations that define our approach. That is why we recently reran one of our most impactful episodes of UH-OH Conversations with Cohesive Leaders featuring Katie Blomquist.
Katie’s message is one that needs to be heard by everyone in our network. Her story is the ultimate blueprint for the Internal Sale. She didn't just ask for bikes for her students; she built a cohesive movement by Going Beyond the standard expectations. She proved that when you lead with a unified, heart-centered vision, the buy-in from the community follows naturally. If you’re looking to inspire a sales team to move beyond transactions and into impact, this is the episode for you.
The S.A.L.E.S. Cohesion Framework
To stop the revenue leak, you need to align your internal culture with your external goals. Use this S.A.L.E.S. framework to audit your team’s cohesion this week:
- S — Shared Success: Does your bonus structure encourage silos, or does it reward the entire team when a goal is met?
- A — Radical Alignment: Is every department, from Finance to Front-line, singing from the same hymnal, or is your messaging glitchy?
- L — Listening Loops: Do you have a formal process for Sales to feed customer feedback back to Product? Cohesion requires a two-way street.
- E — Empathy as Equity: High-performance sales is exhausting. Are you building Emotional Equity with your reps so they have the resilience to handle the No's?
- S — Strategic Simplicity: Remove the internal red tape. The fewer hoops your team has to jump through internally, the faster they can move externally.
5-Minute Cohesion Check
Transformation requires action. Here is your homework for the week:
Pick one department you rarely speak to (maybe it’s Finance, maybe it’s Logistics). Reach out today and ask one question:
"What is one thing my team does that makes your job harder than it needs to be?"
By asking that question, you are identifying the friction that is currently slowing down your sales cycle.
When you clear the internal path, you give your team the green light to close with confidence.
Stop Settling for "Good Enough" Sales Results
Once you’ve cleared the internal friction, the next challenge is arming your team with the right tools. Choosing the right sales training program for your organization can feel like a high-stakes gamble. If you’ve ever felt that moment of uncertainty while staring at a dozen different proposals, wondering which one will actually deliver ROI, you aren’t alone.
I’ve been in that exact pressure cooker. So has my colleague, Ben-Jamin Toy, HSG.
That’s why we’re hosting a specialized one-day Choosing the RIGHT Sales Training Bootcamp.
We’re pulling back the curtain on the 6 Cs, our framework designed to help you evaluate and select the right sales training with total confidence.
