article | July 28, 2017
Do You Have a Great Sales Culture?
Every sales team has a sales culture. Great ones are rare. They take a tremendous amount of work to establish and maintain. But most Sales Leaders don’t plan to have a great one. Leverage the How to Make Your Number in 2018 to access a revenue growth methodology to hit your number quarter after quarter, and year after year.
Sales teams can make the number one year with a lousy sales culture. They land the big deal or rely on a great product. But lousy sales cultures actually prevent sales from happening. Consistent growth long term (more than 2 years in a row without a quarter miss) requires a healthy culture. Understanding where yours is and what to do about it is essential for growth.
How can you notice a terrible sales culture? Look for:
Sales Vice Presidents are directly responsible for creating and maintaining an excellent sales culture. Yet most don’t know how to assess and change one.
Download our Sales Culture Assessment. It is a simple 10 question test that:
But what is a Sales Culture?
A Sales Culture encompasses specific beliefs and behaviors that becomes a motivator of success. When integrated into the organization, it becomes the key contributor to long term results. It affects all sales people and revolutionizes the organization’s ability to connect. Connect with prospects, customers, and partners in a meaningful way.
Cultures are built over time. They evolve from a mix of past sales leaders and current sales people. But they also evolve from processes that do or don’t exist. The best ones have great results with low turnover. Below average have exactly the opposite.
There are 6 core fundamentals that make a great Sales Culture:
Assessing if you have these Sales Culture fundamentals is crucial to improvement. You cannot fix the culture without knowing what to address. And this takes time-time to build and develop.
Call to Action:
Great and poor Sale Cultures feed upon themselves. Great ones are self-serving. The best sales people work for the best Sales Cultures. The company makes the number every year and life is good. Poor ones are self-defeating. The company struggles to make the number each year and life is not good. Work on creating the great Sales Culture. Your sales people will have better lives. And you can have the ideal life.
Have expectations gone up and left you wondering if you can make your number? Here is a tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:
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