Speakers: Vicky Oxley | Greg Alexander, SBI

Sales Talent Podcast

 

Today’s topic is how to build a high-performance sales culture where sales talent thrives. Joining us is Vicky Oxley, Regional Vice President of Sales and Marketing at Comcast NBC Universal.  Vicky leads the West Region for the nation’s largest TV, high speed internet and voice provider for residential and business customers.

 

Peter Drucker famously said “Culture eats strategy for breakfast” and nowhere else is this truer than in sales organizations.  Yet, unfortunately, many sales leaders neglect investing in the culture of the sales department and this results to poor performance. This episode hopes to help prevent this from happening to you.  

 

Vicky describes the sales culture she has created to help talent thrive.  The program begins with an overview of the Comcast corporate and the specific sales culture.  Listen as Vicky explains how a customer experience culture is passionately driven to make every customer interaction the best possible

 

Download our 10th annual workbook, How to Make Your Number in 2017. Turn to the sales strategy section and flip to the people phase on page 285 of the PDF.

 

In the second segment of the show Vicky describes key leadership positions and the process for sourcing the right talent.  Greg and Vicky discuss how to identify future leaders for development and succession planning. 

 

In the final segment of the show, Vicky answers these questions:

 

  • How do you test employees in order to assess their readiness to assume their next role?
  • How do you communicate your succession plans?
  • How do you transition employees when they are getting promoted?

     

If you need more help with your sales culture, download our 10th annual workbook, How to Make Your Number in 2017. To request a workshop with an expert simply sign up for a MySBI account and check the box in your preferences to request a workshop.

 

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.
Learn more about Greg Alexander >

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

Read full bio >