• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer
  • Skip to footer navigation
SALES EFFECTIVENESS, INC.

SALES EFFECTIVENESS, INC.

Driving Growth for Manufacturers, Dealers and Distributors

  • Culture
  • Training
    • Sales Learning Solutions
    • Leadership Development
    • Customer Experience Training
    • Online and Virtual Learning
  • Interim Sales Leadership
    • Interim Sales Leadership
    • Assessment
    • Sales Consulting
  • Resources
    • Articles and Research
    • Learning Fact Sheets
    • Audio Blogs
    • Sales Effectiveness Podcast
    • Books
  • About Us
    • Our Firm
    • Our Team
    • Testimonials
  • Blog
  • Contact

The Ingredients of a High-Performance Sales Culture – LEARNING AND SKILLS MASTERY

May 13, 2020 by Carlos Quintero

The Ingredients of a High-Performance Sales Culture

LEARNING and SKILLS MASTERY

As we have shared previously, we are doing a series of posts of what we have observed superior sales organizations do to shape a High-Performance Sales Culture. Each post will feature one ingredient, followed by a few questions to challenge your thinking.

The eighth ingredient of a High-Performance Sales Culture is Learning and Skills Mastery.

“Sixty-two percent of executives believe they will need to retrain or replace more than a quarter of their workforce between now and 2023 due to advancing automation and digitization.”

- 2018 McKinsey Global Institute Report

Education is the #1 intervention to communicate expectations, to stimulate growth and to build talent that differentiates. Superior sales organizations know that learning drives engagement. They see Learning and Skills Mastery as an important discipline vs just ‘training.’ They invest strongly in the development of sales and service skills and in the systems to support those skills. They look to learning not as an option, but as a fundamental process to promote improvement. They believe skill mastery is among the strongest investments they can make year-round.

Here are more descriptions of companies who have made LEARNING a fundamental part of their Sales Culture:

  • Salespeople know their products cold – they are application and product knowledge experts.
  • They promote creative curiosity and invest in building skills as a core discipline.
  • There is an expectation for salespeople to become business advisors, and in turn develop business acumen.
  • Deliberate and formal practice with a Coach or a colleague occurs every month throughout the year.  They ritualize practice as they know what is practiced grows stronger.
  • Salespeople are formally evaluated on how well they apply sales skills and the sales process. A written set of goals is agreed to, with specific commitments on where and how new learning will happen.

Questions to Consider:

  • What are your specific expectations around continuous development and learning?
  • What level of investment do you make yearly to improve learning?
  • What are the most important skills you believe your salespeople should master?
  • What do you expect of your coaches on how often they practice with their people?

Next Up: Sales Enablement

Primary Sidebar

Contact Us

SALES EFFECTIVENESS, INC.
info@saleseffectiveness.com (864) 349-1032

Footer

SALES EFFECTIVENESS, INC.

info@saleseffectiveness.com
Greenville SC Office (864) 349-1032

IMPORTANT LINKS

  • Home
  • Culture
  • Training
  • Interim Sales Leadership
  • Resources
  • About Us
  • Blog
  • Contact us
© 2023 Sales Effectiveness Inc.
  • Home
  • Culture
  • Training
  • Interim Sales Leadership
  • Resources
  • About Us
  • Blog
  • Contact us