video | January 10, 2017
The Downside of a Lone Wolf Sales Culture
Today in this post we will demonstrate how to build high performance sales cultures where sales talent thrives. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. 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.
I recently interviewed 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. Vicky demonstrates how to build high performance sales cultures where sales talent thrives.
“Leadership as a team sport” is how Vicky describes setting the right sales culture. While there is a captain, there must also be a team working together or no one scores the winning goal. The sales team needs to work, learn, and win together. Watch as Greg and Vicky discuss the impact of a lone wolf sales culture and why leadership is a team sport.
A sales force made up of lone wolves can be attractive as they are low maintenance and put up big numbers. However, they can get too mercenary and competitive internally. With leadership as a team sport, the competitive battle shifts external, not internal.
Why this topic? 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. We begin the discussion with an overview of the Comcast corporate and the specific sales culture. Watch as Vicky demonstrates creating a customer experience culture that results the best possible customer interactions.
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.
Have expectations gone up and left you wondering if you can make your number? Here is an interactive 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: