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Short · MoreMozi

If you want to change a culture, change its heroes.

Responding to a founder with an entitled sales team, culture is defined as the spoken and unspoken rules reinforced by who gets praised, fired, or promoted, and the fix suggested is recruiting a new team under new rules rather than tolerating the entitled one, since removing the problem player lets the rest of the team step up.

Watch on YouTube If you want to change a culture, change its heroes.

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Short
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Full transcript on this page

Key takeaways

  • We have a lot of entitled people, especially the sales team, and that's what I think stopping me.
  • >> I define culture [snorts] as the spoken and unspoken rules that govern reinforcement in a business.
  • A lot of times, allowing someone to continue to breathe inside of your business is the strongest signal to everyone else that what they do is okay.
  • My guess is that if you have an entitled sales team, they feel like you need them more than they need you, and that's a problem.

Chapters

  1. 0:00
    Abschnitt 1 We do 6 million.
  2. 0:37
    Abschnitt 2 >> Yeah.

Full transcript

Locally archived YouTube transcript with timecodes. Speakers are assigned heuristically and may be corrected editorially.

2 segments

0:00We do 6 million. We like to be at 12. We have a lot of entitled people, especially the sales team, and that's what I think stopping me. I see you and every single one of your people. So, how do you duplicate that? >> Basically, how do you operationalize culture? >> Yeah. >> I define culture [snorts] as the spoken and unspoken rules that govern reinforcement in a business. The strongest reinforcement signal is who you praise publicly, and who you fire, and who you promote. A lot of times, allowing someone to continue to breathe inside of your business is the strongest signal to everyone else that what they do is okay. My guess is that if you have an entitled sales team, they feel like you need them more than they need you, and that's a problem.

0:37>> Yeah. >> The way that you can shift the supply-demand leverage in your favor is to recruit new sales people under a new flag of rules of like, "Hey, I'm bringing you in. I think the existing team's entitled. We're going to shake [ __ ] up. Do not learn from them." And I think after that happens, there's a little bit of turmoil, but it's for the overall good. And I will say that the team will outperform the individual stars. A lot of it is being willing to part ways with an A player for the good of the team. Typically, when you remove the cancer, the whole team steps up.