After completing the Core-Values-Exercise in Step #3, what did you learn about yourself? How will it impact your life, not just your career?

The hiring process used today rarely brings up core values. The focus is typically on skills, prior work experience, accomplishments and your ability to carry out bullet-pointed objectives on the job description. Imagine going on a job interview and leading a conversation about your core values? Your job satisfaction and career growth are tied to whether your values are congruent with your work.


We are fortunate to live in an era where we are raising consciousness about business culture. The odds of finding a business that publicizes its core values is growing. Look at ZapposWhole Foods Market, and The Container Store as national brands that strongly believe in their purpose and commit to living their values as guiding principles in the decision making process. This approach is not for national brands only, yet they are shining examples of how to build a purposeful brand that factors in all stakeholders.

COACHING TIPSome businesses publish core values, yet do NOT follow them when making crucial business decisions. They believe in “tradeoffs.” Example: Let’s make a sale even if it means agreeing to work with a slow paying client, or a low price shopper, or one that bad mouths your company the minute you walk away. Tradeoffs are business decisions that require zero intelligence, ethics, or standards and they are done for the sake of generating revenue and little else. Is that what you want?

Salespeople typically think about their compensation plan, their boss, the product they sell, their customer relationships, and their lifestyle when they assess their happiness. Purposeful salespeople add core values to their list and it’s usually at the top. They will not tolerate tradeoffs and selling out because they know their work will have no meaning.

In addition to the core values exercise, please combine it with the Sales Personality Profile to get a clear picture of the environment you will thrive based on who you are and what you believe in.



Two things in my DNA lead to a career in sales. My curiosity and my love of building relationships with quality people.

I believe the best sales organizations invest in the development of their people. You improve the sales process when you improve the people involved. I have seen firsthand sales organizations that did not believe in the professional and personal growth of their people. The result? Friction, confusion and underperformance.

Consistent sales growth is one of many challenges a business faces. In my role as a consultant I have the opportunity to dig deeper to uncover issues related to strategy, communication, and professional development.

To quote Daniel Pink; "we are all in sales now." My promise to you is to develop the people in your organization who serve your customers. It's no longer just the Sales Department. Your sales strategy must be crystal clear, and communicated respectfully throughout your entire organization.

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