The Ingredients of a High-Performance Sales Culture
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 tenth ingredient of a High-Performance Sales Culture is Mindsets.
“Mindset is the real game changer. Mindset is what makes the difference between failing and achieving. Mindset is what sets the super achievers apart from the rest. Mindset is powerful beyond measure". -Farnoosh Brock, Prolific Living
There are many analogies from sports that are applicable to sales organizations. Sales Leaders recognize how important it is to cultivate the right mindsets with their teams, as having the right mindset can make or break the sales organization. We as sports fans or having participated ourselves recognize and feel the practices of champions: Relentless effort, unstoppable drive, and an unyielding competitive will to win.
Our own research has identified 12 mindsets of Top Salespeople, organized around four buckets: Driving, Seeking, Improving, Collaborating. These mindsets, at both the individual and organizational level, will contribute to creating a High-Performance Sales Culture. We summarize them below as way to challenge your thinking on what these mindsets are, and help you identify those you wish to focus on. Are you committed to developing Mindsets?
Questions to Consider:
- What do you believe are the most important mindsets of a salesperson? Of a sales manager?
- How are you communicating the desired mindsets to the people you lead?
- How are you living and practicing the values you have established?
- Who is championing the messaging of your desired culture?
Next Up: Success Factors