#peterdrucker

"The best way to predict the future is to create it"

"I have been saying for many years that we are using the word 'guru' only because 'charlatan' is too long to fit into a headline."

"Para Ter Um Negócio de Sucesso,Alguém, Algum Dia, Teve Que TomarUma Atitude de Coragem."- Peter Drucker

“Culture eats strategy for breakfast.” — Peter Drucker

Over 70% of sales transformation programs fail — not because of weak strategy or poor training, but because the culture never changes.

In today’s B2B market, longer sales cycles and demanding clients make it clear: tools, CRMs, and new playbooks alone won’t sustain success. Culture drives behavior, and without shifting it, transformation collapses.

Why Change Fails

Old habits win. Teams revert to comfort zones when pressure hits.

Leadership gaps. Leaders say “consultative selling” but reward quick closures.

Veteran resistance. Experience can block adaptability.

Short-term thinking. Real culture change takes 12–18 months.

Weak communication. Vision fades as it moves down the chain.

What Works

Clebrate value creation, not just targets.

Align leaders’ behavior with the vision.

Track culture adoption as seriously as revenue.

Protect long-term initiatives during tough quarters.

Culture isn’t a soft skill — it’s a growth engine. The few who invest in cultural evolution will lead the next generation of sustainable sales teams.