Adrienne Hartman started her career as a COBOL developer, helped Lands' End navigate the earliest days of B2B e-commerce, and has spent the last 19 years building the marketing and digital commerce engine at J. J. Keller & Associates, growing her team from six people to 175 along the way.

Justin King sat down with Adrienne to talk career growth, sales alignment, and what it actually takes to run digital commerce at a company built on both physical products and complex compliance services.

They get into why J. J. Keller doesn't need to care whether a customer orders by phone or online, how sales reps get full credit for digital orders even when they never touch them, what it took for Adrienne to earn a seat at the executive table after starting as a developer, and why she talks to the head of sales more than once a day just to keep the two functions moving together.

Adrienne also talks about what nearly a year of mentorship from her predecessor taught her about succession planning, why events remain one of J. J. Keller's strongest growth tools even in a digital-first world, and what she'd tell anyone trying to build trust between a sales team and a digital channel.

Key idea: alignment is not a project you finish, it is a habit you keep.