This week’s episode features Keith Camapgna, Chief Sales Officer at The ROI Shop and Founder of Lifework Integration. The definition of work and how employees work is radically shifting today.

The baby boomer generation implemented a work environment based on the needs of the Industrial Revolution. However effective this may have been, this environment is no longer applicable in today's world.

Now, what we need is an integrated approach that sees employees not as cogs in a wheel, but as people whose talents and skills must be nurtured. Talent scarcity is an illusion and what changes the game is not financial capital but human capital.

Companies can keep up with this change by focusing on leadership and adapting leadership styles. By seeing employees as individuals with talents, companies will benefit from the diversity they bring to the table instead of pushing for new hires to become duplicates of other employees.

HIGHLIGHTS 

09:27 Lifework Integration and sales: Updating the notion of life-work balance

16:14 Outdated hiring models and the nonsense idea of talent scarcity

23:41 Companies need overhaul the mindset that people are just cogs in a wheel

31:22 Expedite leadership development to adapt to changing work environments

43:15 Teach sales teams the habit of continuous learning 

50:42 Build rapport with buyer enablement 

54:03 Tips for sellers and difficult conversations when hearing 'no'

1:00:43 Connect with Keith 

QUOTES

13:04 Keith: "In sales, you can create a future like you never imagined because you simply have to recognize that, if you put in the work to understand what you want in the product or the market you want to serve, you have unlimited potential."

18:16 Amy: "This talent scarcity, whether it was the baby boomers, whether it was the hamster hiring wheel, whether it's just the system that just continued as is because this is what we've always done, that is all nonsense."

20:24 Keith: "Welcome to the redefinition of work. Let's face it, our education system and our work systems were built off of the Industrial Revolution and, back then, people had to be trained in a work environment to work. Now, we have to teach our workers how to think. We are a thinking society now. We are a thinking market now."  

28:34 Keith: "See, the real fundamental element that's changed the game is the human capital, not the financial capital. Up until this year, on a financial report for any company looking to go public or develop some sort of a financial valuation, they literally would list the human capital, the human resource, the people part of their company, as risk."

39:09 Keith: "The health of any organization is inherently tied to the organisms working within it. There's no getting around it. So, the companies that are literally transforming themselves are not just looking at technology, they're looking at personal transformation."

57:32 Keith: "America is fixated on having the right answer. It's about having the right question. Spend time with the question. Don't worry about what the right answer is going to be. Just think about it and understand that absolutely, most of the time if not every time, something that seems uncomfortable can be quite comfortable."

You can connect with Keith in the links below.

• LinkedIn - https://www.linkedin.com/in/keithcampagna/
• Website (personal) - https://www.keithcampagna.com/
• Website (The ROI Shop) - http://www.theroishop.com/
• Email - keithcampagna@gmail.com