The Power of a High-Performance Sales Culture
For the last 15 years, our focus has been helping clients build a commitment to “Sales Excellence” as part of our sales transformation work. In the process of working closely with Building Materials organizations, we have seen many instances where doing business in new ways worked well, leading to lasting change. We have also seen other organizations where, despite efforts of leadership, the change took hold briefly but lasting change was not seen.
We recognized there was a missing link that led some organizations to achieve the goals they focused on. In some cases, organizations were following similar methods and were often both motivated and committed – yet still, one succeeded and one did not.
We were driven to discover the missing link, and we did. That link is the organization’s culture – and because we are in the world of sales, this missing link is even more specific: it’s their “Sales Culture.”
Over the next several months, the Rainmaker Minute will look at what we have learned about Sales Culture and what the organizations that pay attention to culture are doing.
We hope that you will enjoy the series! We welcome and encourage your feedback!
Next UP: Why should you focus on developing a High-Performance Sales Culture