How to Spot a Sales Culture That’s Killing Growth (and Fix It)

If Performance Is Down, Start With Culture

When deals stall, fingers point at pricing, product, or prospecting.

But rarely do leaders ask the real question:

"What is it about our culture that makes underperformance feel safe?"

At Summit25, one of the biggest themes that surfaced was this: Teams perform how they’re led. Not what they’re told.

And if your team is ghosting pipeline reviews, dodging calls, or hiding behind dashboards—your culture isn’t neutral. It’s broken.

Warning Signs of a Sales Culture That’s Off

You don’t need a culture consultant to see it. Just look around:

• Activity without outcomes: Lots of calls. Few qualified meetings.

• Chronic discounting: Reps don’t believe in the value they’re selling.

• Quiet quitting: Reps "clock in" but don’t compete.

• No coaching rhythm: Managers spend more time in Slack than in sales conversations.

These aren’t personality issues. They’re leadership feedback loops.

As Carlos Garrido, Sandler Miami's CEO, says:

"Culture is what your people default to when no one’s watching."

How to Fix It (Without a Massive Reorg)

You don’t need a rebrand. You need a reset.

Here’s where to start:

1. Audit Your Incentives

Are you rewarding behaviors that support your sales strategy? Or just outputs?

• Are reps praised for booked meetings or for pipeline quality?

• Are managers measured by deals closed or coaching cadence?

Small tweaks here change big behaviors.

2. Implement a Cadence of Accountability

High-performing cultures don’t micromanage. They set rhythm.

• Daily standups: Start with intention.

• Weekly deal reviews: Share learnings, not just numbers.

• Monthly retros: What’s working? What’s breaking?

3. Make Coaching a Non-Negotiable

You can’t create high standards without high support.

• Set 1:1s around rep-led reflection

• Use call recordings to spark learning, not punishment

• Align coaching to behaviors tied to quota

How Performance Edge Teams Shift Culture Fast

In our Performance Edge program, we don’t just tell leaders to coach more or hope reps step up.

We give you the structure and accountability to:

• Spot the real breakdowns (not just the surface issues)

• Build team-wide habits that create consistency

• Install systems that make the right thing easier to do

That’s how your culture becomes your competitive edge.

Don’t Let a Broken Culture Bleed Into Q3

The year isn’t over. But your culture will decide how you finish it.

You can coach your way to clarity—or let confusion set the tone.

🎯 Ready to reset your team rhythm?
Let’s talk about how Performance Edge helps teams go from chaos to consistency.

👉 Book a Free Strategy Call Now →