Imagine a sales team where everyone leaves their egos at the door, celebrates each other’s wins and receives the unwavering support of leaders at all times.
It may sound like a dream to some — but according to Nolan Johnson, it’s not. That’s how he described the sales culture at Grocery TV, a company that enables brands to launch and display advertising campaigns in grocery stores across the country.
The senior vice president of media partnerships shared that sales leaders do their part to help the company’s sales representatives succeed, whether that involves joining calls or working behind the scenes to clear roadblocks. And while leaders play their role in fostering the culture, reps themselves do the same, such as by sending each other companywide shoutouts or stepping up to lead major projects.
“It’s a high-trust, high-collaboration environment — and that’s rare in sales,” Johnson said.
With all of these elements in place, Grocery TV offers sales professionals space to succeed and help others do the same. Read on to see what else Johnson had to say about the role sales leaders play in driving success, how wins are celebrated and what sets his team apart.
Grocery TV is an in-store retail media platform. Over 120 retailers partner with Grocery TV to modernize their stores and drive incremental revenue, while upholding a high-quality shopper experience.
Describe how sales leaders at Grocery TV help your team succeed.
At Grocery TV, our sales leaders are true partners in the trenches. They roll up their sleeves daily by joining calls, strategizing on deals and jumping in to help win business. They’re not just coaches; they’re collaborators. Whether they’re reaching out directly to leads or working behind the scenes to clear roadblocks, they make it easier for the team to focus on building relationships and solving customer problems. They keep us aligned, energized and confident, ensuring we have the tools, insights and support we need to win. Their hands-on approach makes a real difference. Just as importantly, they hold the team accountable for high standards, setting clear expectations and pushing us to improve continuously. They celebrate wins, address gaps with honesty and foster a culture where success is shared and sustained.
“Whether they’re reaching out directly to leads or working behind the scenes to clear roadblocks, [leaders] make it easier for the team to focus on building relationships and solving customer problems.”
How are wins celebrated on the sales team?
First off, we celebrate wins as a team, always. It’s important that everyone joins in by getting companywide shoutouts when they close a deal and extra recognition during internal sales meetings. We also have an internal dashboard where reps can see how they are doing compared to their peers; there is always healthy competition with that. On top of the recognition and leaderboard, we get paid uncapped commissions for closing deals.
How does this sales team stand out from others in your career?
What makes this team different is that we actually operate as a team. There’s no ego, no hoarding of wins — we celebrate each other, pitch in when someone needs support and genuinely root for collective success. Leadership sets the tone, too. They’re present, invested and always looking for ways to grow us as individuals. Everyone here gets real opportunities to step up and stretch, whether that’s owning big projects or collaborating directly with leadership. It’s a high-trust, high-collaboration environment — and that’s rare in sales.
