The best salespeople are the ones who truly believe in what they are selling.
They know that what they have to offer brings value to someone else. They are not really selling. They are serving. Those who buy are thankful for the opportunity to buy.
As ethics & compliance professionals, are we selling or serving? Does it fell like we have to cram our policies down the throat of the business or are they coming to us for help? Do we truly believe in what we are selling? Are we able to demonstrate the value of our offerings? Does the business think it would be better off without us?
It’s worth asking this last question to your business people once in awhile. Most will answer no and point to something you do that is truly enabling.
That’s your common ground. That’s the place you need not sell because you are serving.
Start your expansion there.