Sometimes half the battle in a sales org — maybe more — is broadcasting.

If you do your work in silence, even if you do it well, the culture assumes you’re not doing anything. Not because people are malicious. Not because they don’t value the work. It’s just cultural.

With so much flying in from all directions — Slack, email, random requests, backchannel pings — and without the rigor of an Agile system or a centralized Jira/Linear board, it’s almost impossible for anyone to keep track of what you’re doing unless you tell them. Broadcasting becomes survival.

I’ve seen it done well: a colleague posts regular updates on accounts. Sometimes the “update” is just, “The call went really well. They like our product. Positive sentiment.” Someone slaps a heart reaction, managers notice, colleagues nod, and the signal is sent: I’m moving the ball forward.

In a different culture, I might have dismissed this as bragging or posturing. But here? It’s not optional. It’s how the game is played. Without it, there’s no record, no trail, no way for anyone to connect dots on your behalf.

It also explains why extroverts thrive in sales. Broadcasting is second nature to them. For the rest of us, it takes practice. You have to surface for air, climb the hilltop, and say what you’re doing — even if you’re not asking for input, even if you don’t have a metric attached.

Because here’s the truth: in sales, optics are the lifeline. Deals close, numbers get claimed, but attribution is messy. Who really did the legwork? Who kept the loop alive? Who pulled it over the line? Hard to say. What is visible is who’s broadcasting.

So don’t fight it. Embrace it.
You’re not going to convince the French to stop eating cheese and smoking cigarettes.
And you’re not going to convince a sales team to run like product and engineering.

Broadcast or disappear. That’s the choice.