Cultura Organizacional em Vendas: como criar times de Alta Performance, com Caroline Maffezzolli #90

In this episode of Vamos de Vendas, Gustavo Pagotto hosts Caroline Maffezzolli, CRO of Great Place to Work (GPTW), for a conversation about how organizational culture directly impacts sales results, talent retention, and the building of high-performance teams. Throughout the episode, Carol explains why culture is not just an HR topic, but one of the main factors in accelerating results, increasing productivity, and strengthening the engagement of sales teams. The conversation also explores the main management mistakes that harm company culture, such as unprepared leadership, excessive focus on short-term results, and lack of clarity in communication. Carol presents practical examples of companies that have managed to transform their results by investing in trust, leadership development, and actively listening to employees. 🎙️ Host: Gustavo Pagotto Instagram:   / gupagotto   LinkedIn:   / gpagotto   🎤 Guest: Caroline Maffezzolli LinkedIn:   / carolinemaffezzolli   The "Vamos de Vendas" podcast from Zoho CRM is presented by Gustavo Pagotto, founder of PipeLovers and Zoho CRM Ambassador. Made for visionary people interested in following an elite sales team, episodes are available on YouTube and Spotify every Monday, featuring in-depth conversations on strategy, technology, and sales leadership. Watch the full episode and subscribe for more content that will transform your sales process. 👉 Follow Zoho CRM ◼ Website https://www.zoho.com/pt-br/crm/ ◼ Instagram   / zohobrasil     / vamosdevendaspodcast   ◼ LinkedIn   / zoho-brasil   👉 About Zoho CRM Recognized by Forbes as the best CRM in the world and by Gartner as the most visionary, Zoho CRM is also a leader in sales technology (Nucleus Research) and the preferred CRM for medium and large companies (B2B Stack). Access: https://www.zoho.com/pt-br/crm/ #zohocrm #vamosdevendas #vendasb2b #cultura #gptw 01:05 – Introduction: Does organizational culture impact sales? 02:29 – Presentation by Caroline Maffezzolli (GPTW) 03:13 – What is Great Place to Work and its role in Brazil 05:28 – How the GPTW certification works 07:07 – Organizational culture as a competitive advantage 08:26 – Pressure, trust, and performance in sales 10:55 – Toxic culture vs. sustainable results 13:18 – Psychological safety and its impact on sales 15:20 – How to measure organizational culture in practice 16:38 – Turnover and its impact on sales revenue 18:18 – GPTW data on productivity and profitability 19:48 – Salesperson turnover and talent retention 21:34 – Compensation, benefits, and company culture 23:08 – What makes people stay with companies 24:49 – Culture as a competitive differentiator 27:38 – Real case: a company that transformed results through culture 30:06 – The challenge of leaders promoted without preparation for Management 32:47 – How to align behavior and performance 34:26 – How long does it take to transform a culture? 35:41 – Main mistakes that destroy organizational culture 36:20 – Warning signs: turnover and disengagement 37:47 – The Zoho example and the strength of corporate culture 39:49 – Management practices to strengthen culture 41:22 – Autonomy, trust, and sustainable growth 42:18 – The importance of 1:1 meetings for leaders 44:01 – How to use internal research to improve management 45:22 – Clarity in goal setting and team engagement 46:37 – The role of management rituals in sales 47:50 – The true role of the sales manager 49:40 – AI, Generation Z, and the future of organizational culture 50:30 – The impact of artificial intelligence on sales 52:04 – The value of human relationships in sales 53:15 – What will differentiate The companies of the future 53:39 – How to learn more about GPTW 54:51 – Considerations on culture and sales