/ Resources Sales cultures grounded in ethics and integrity at Amica Insurance Guest: Keith Goryl Developing Values-Based Sales Cultures That Focus on Customer Centricity How do you develop sales cultures focused on training the whole person while supporting your mission? Can training include a specific focus on values, integrity, ethics and behaviors? An Integrity Solutions podcast interview with Keith Goryl, Learning and Talent Development Officer at Amica Mutual Insurance Company. Listen Now Amazon iHeartRadio GoodPods More Options Your Host Will Milano Chief Marketing Officer, Integrity Solutions Key Sales Cultures Podcast Takeaways Amica’s approach is an obligation to do what’s right for their customers; they don’t sell products or coverage that they don’t need. The Amica interview and hiring process is focused on behavioral-based interviewing and core competencies such as approachability, problem-solving and composure as well as values alignment. Coaching is viewed as a critical part of driving employee engagement and maintaining the sales culture established in sales training- working in tandem to reinforce positive behaviors and address opportunities for improvement. Quotes from Keith Goryl “There was this mindset and philosophy of sales and service being two separate things. We’ve really created a culture where these two activities are one and the same.” “It’s really crucial to foster this culture where we see sales as creating value and building those relationships in order to carry out our growth strategy.” “When a customer calls us on the phone, that initial impression is really going to set the tone for the sales conversation. So it’s crucial that those salespeople have that desire and that willingness to want to sell. You can really hear it in their voices.” “If you don’t have that belief in your product and your company, if you don’t have belief in yourself as a salesperson, that’s going to come through in the sales conversation.” “In coaching, we have these regular conversations with our representatives to make sure we’re reinforcing those behaviors.” Related Links Amica Mutual Insurance website View other episodes of our podcast, Mental Selling Share This Post: Related Episodes Coaching for Sales Congruence with Derek Roberts, President of Roberts Business Group Guest: Derek Roberts In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 109 May 15, 2025 38:01 Shaping Future Bankers with Duncan Taylor, SVP/COO of Washington Bankers Association Guest: Duncan Taylor In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 108 May 1, 2025 32:44 Selling with Integrity with Mike O’Brien, EVP of Sales at Integrity Solutions Guest: Mike O'Brien In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 107 April 17, 2025 24:00 Meet the New Host of Mental Selling, Hayley Parr Host: Hayley Parr In this Mental Selling episode, you’ll learn: What to listen for: Additional Resources From This Episode: Raise your Mental Selling… EP. 106 April 3, 2025 06:53