Rethinking Psychological Safety: What Sales Can Teach Anyone About Cooperation and Trust

In this episode of The Penn CLO Podcast, host Emma Zumsen sits down with Dr. Jess Jones, a recent graduate of the CLO program, to delve into her groundbreaking research on the intersection of B2B sales and psychological safety. Dr. Jones highlights how psychological safety, often focused on team dynamics within organizations, plays a crucial role in B2B sales environments. 

Moving beyond sales, the conversation delves into the concept of 'small L leaders,' who can foster psychological safety even without positional authority by applying three key principles. Specifically, Dr. Jones's research emphasizes strategies for building trust without positional authority, enabling respectful cooperation, and applying strategic patience. She also hints at her ongoing research exploring the application of these principles in broader workplace contexts. This episode is a must-listen for those interested in leadership, sales, and creating effective, trust-based professional relationships.