--- title: On Leaders and Culture | The Sales Blog description: Culture is what takes over when leadership and management isn’t around. Culture is what takes over in those moments of truth, when a decision makes a difference–for good or for ill. Culture is what happens when the organization’s real values are brought to life in the actions and behaviors individuals take when they are challenged […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2014-01-03-at-8_36_07-PM.png --- ### [Now booking SKO meetings for 2026/27! 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Culture is what takes over in those moments of truth, when a decision makes a difference–for good or for ill. Culture is what happens when the organization’s real values are brought to life in the actions and behaviors individuals take when they are challenged and aren’t directed to do something. Culture is what the company belives about itself–individually and collectively. Culture is identity. [A leader creates](http://thesalesblog.com/blog/2013/01/28/your-leadership-value-proposition/), nurtures, and protects a healthy culture. A healthy culture is built on caring. A leader may also create, nuture, and protect an unhealthy, diseased culture. Unhealthy cultures are built on fear. When a leader doesn’t create, nuture, and [protect](http://thesalesblog.com/blog/2013/12/29/10-laws-for-leaders/) a healthy culture, an unhealthy culture can take root and grow on its own. A leader has to pull out by its roots any threat to the culture. When a culture is strong and healthy, a leader doesn’t need to remove the threats. Culture is self-policing. A strong, healthy culture rejects anyone and anything that undermines their positive values and sense of identity. But a weak, diseased culture destroys anything that tries to change or improve it–especially when it means giving up a diseased mindset. Establishing culture is the leader’s duty. Culture is purpose; it’s meaning. And it’s the area where a leader can make the biggest difference to company’s results–it determines who the organization is, what it stands for, and breathes life into it’s purpose. #### Questions What is culture? What is the role of the leader when it comes to culture? What does a healthy culture enable? What makes a culture unhealthy? ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [Leadership](https://www.thesalesblog.com/blog/tag/leadership) [2014](https://www.thesalesblog.com/blog/tag/2014) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on January 3, 2014 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-09-17T1:24:08 PM", "datePublished" : "2014-01-03 21:24:46", "description" : "Culture is what takes over when leadership and management isn’t around. Culture is what takes over in those moments of truth, when a decision makes a difference–for good or for ill. 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