The Importance Of Organizational Culture For Sales Teams, with Justin Hiatt, Episode #103

VengresoPodcast The Importance Of Organizational Culture For Sales Teams, with Justin Hiatt, Episode #103
Justin Hiatt podcast interview on organizational culture for sales teams

The Importance Of Organizational Culture For Sales Teams, with Justin Hiatt, Episode #103


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I recently witnessed the importance of organizational culture when I had the opportunity to spend time alongside my guest on this episode of #SellingWithSocial. Justin Hiatt is the Vice President of Digital Sales at Workfront, a company that has an amazing organizational culture. What I witnessed at Workfront is nothing short of amazing. The team there is incredibly loyal and fiercely determined to improve the company’s position in the market. Why is that?

Justin believes that the success of his organization flows out of the emphasis the team places on developing an outstanding organizational culture. He is a practitioner, not just a theorist – and he has incredible insights and stories about the impact a strong focus on culture has had. Be sure to listen to what he has to share.

Justin Hiatt of @Workfront describes the importance of organizational #culture for #sales teams, on this episode of #SellingWithSocial with @M_3Jr of Vengreso. Listen now! #SocialSelling #LS2019 @AA_ISPClick To Tweet

This podcast is brought to you by the Annual AA-ISP Leadership Summit. Receive a 30% discount on your registration. Join us this April 3rd – 5th in Chicago, IL – Visit http://bit.ly/AAISPVengreso and use the code Vengreso30%.

Why Leaders Must Understand The Importance Of Organizational Culture

If you want to know why organizational culture is so important these days, I can sum it up in one word: Millennials. One thing you can count when it comes to Millennials is that organizational culture matters to them. They want a place to belong, to contribute, and to matter. Leaders who understand that simple fact and focus on creating a dynamic culture will be light years ahead of their competition in employee acquisition, retention, and effectiveness.

In Justin’s organization, 95% of his workforce is made up of Millennials. Do you think HE understands the importance of organizational culture? You better believe he does. What he’s done to build a strong culture is ingenious. He’s asked for volunteers from among his team who are willing to serve on focus groups over 5 different areas: Strategy, talent, enablement, culture, and technology.

The individuals intimately involved in making the company and the culture what it is. Listen! You’ll hear how Workfront has become an in-demand place to work, how it retains employees long term, and more.

How Do You Hire The Right Talent To Fit Your Organizational Culture?

The culture of your company begins with the leadership, but it has to be embraced by the people you have on your team. How do you find the right people, the ones who are a good culture fit? Justin says you have to start by building your brand out in the marketplace.

Workfront partners with local universities and colleges in ways that go far beyond showing up at career fairs. They also target certain industries where individuals employed there have solid sales experience and a desire to get into the tech field.

He says that sort of strategic plan around recruiting enables them to find people with amazing talent and ambition that other companies are overlooking. In this conversation, Justin shares much more about the importance of having an “ideal candidate profile,” a great interview process, and a plan to retain team members for the long term. Listen to hear how he does it.

How do you hire the right talent to fit your organizational #culture? Justin Hiatt of @Workfront joins @M_3Jr of Vengreso to explain, on this episode of #SellingWithSocial. Listen! #LS2019 @AA_ISP #salesClick To Tweet

Leaders Need To Understand Where Their Team Members Want To Go

When leaders consistently communicate and express loyalty to the members of their teams, amazing things happen. Justin explains that leaders who take the time to know the ambitions and goals of their team members are able to help them advance in the direction they want to go. Many times that means helping them work their way up through the company. Other times, it may mean they decide to take an opportunity at another company.

For that reason, it may sound counterintuitive at first, but it’s not. When the people who work for you know that you are for them, they become extremely loyal to you. Even if they do wind up leaving the company, they speak well of their experience with you, send other highly qualified recruits to see you, and more. Listen to Justin’s stories of how it works, and you’ll get a first-hand look into the importance of organizational culture, on this episode.

Employee Retention Problems? It’s Probably An Organizational Culture Problem

One of the biggest areas where Justin has seen the power of culture come to fruition is in employee retention. His team is pulling off an amazing 95% retention rate. How does he do it? He’s quick to say it is the culture that makes it happen.

At Workfront, culture is not a buzzword. As Justin says, “It is what you are. It is your brand. It’s a living, breathing thing. In order to have a strong, positive culture, it has to be your top priority.” And he says all of that comes from his culture focus group. They want to have a culture that is high-performing, where people are happy, where they are able to make friends, have fun, and can advance their career.

Listen to hear about the real results a deliberate focus on culture has had on the Workfront team.

Employee retention problems? It’s probably an organizational #culture problem. Justin Hiatt of @Workfront joins @M_3Jr of Vengreso to explain, on this episode of #SellingWithSocial. Listen! #LS2019 @AA_ISP #salesClick To Tweet

This podcast is brought to you by the Annual AA-ISP Leadership Summit. Receive a 30% discount on your registration. Join us this April 3rd – 5th in Chicago, IL – Visit http://bit.ly/AAISPVengreso and use the code Vengreso30%.

Outline of This Episode

Resources Mentioned

Connect with Mario!

Subscribe to Selling With Social

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Click to Tweets

Learn why #leaders of #sales organizations must understand the importance of organizational #culture. Justin Hiatt of @Workfront joins @M_3Jr of Vengreso for this episode of #SellingWithSocial. Listen! #LS2019 @AA_ISPClick To Tweet
#Leaders need to understand where their team members want to go. Justin Hiatt of @Workfront joins @M_3Jr of Vengreso to explain how #culture changes everything, on this episode of #SellingWithSocial. Listen! #LS2019 @AA_ISP #salesClick To Tweet
Mario Martinez Jr.

Mario is the CEO and Co-founder of Vengreso. He spent 84 consecutive quarters in B2B Sales and Leadership roles growing hundreds of millions of dollars in revenue annually. Mario is one of 20 sales influencers invited to appear in the Salesforce documentary film “The Story of Sales” launched in 2018. He was named 2019’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional, Selling Power Magazine’s 2018 Top Sales Training and Coaching Consultant, and was recognized in 2019 as one of the top Social Media Leaders by The Social Shake Up. As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today’s modern buyer using the digital sales ecosystem.  Mario is the host of the popular Selling With Social Podcast. He’s been featured in Forbes, INC., Entrepreneur and was formerly a contributor to the Huffington Post. He’s a highly sought-after Keynote Speaker with brands such as LinkedIn, Cisco and many more. He is also known to open a speech with a Salsa dance. Follow him on YouTubeLinkedIn, or on Twitter.

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