The Ingredients of a High-Performance Sales Culture
Success Factors in Building A High-Performance Sales Culture
As you recognize or might sense by now, transforming a sales organization will involve many people and take time. You cannot leave it to chance!
Here is what we believe are the most important factors to drive success:
- Beliefs, Differentiating Values, Behaviors and Mindsets is where you start. Having a well-defined set of beliefs, differentiating values and expected behaviors, and having a mindset of accountability begins the process. These are essential to inspire and gain buy-in.
- Senior Leadership Ownership and Immersion.Everyone takes their cues from the top. A High-Performance Sales Culture change must be seen as a top priority and intentional in nature. Culture change has to receive the same attention as Strategy, Marketing, HR, Finance, Operations. It is not a flavor of the month or a short-term project. Senior Leaders must model the behaviors expected. Behaviors must be coached to every day in order to drive ownership.
- Success happens by Co-Creating with everyone.It is both top down and bottom up. Everyone must commit and methods must align to your company’s reality today. You must capture everyone’s hearts, minds and skills to drive genuine progress and engagement. Rituals must be embedded so that behaviors become habits.
- LEARNING – Education is the best means to create awareness, develop skill and influence behavior. Culture flows out of perpetual learning and not from training events or speakers at national meetings. The face of work is undergoing as strong a transition today as was experienced from the agricultural to industrial revolution. A primary way to differentiate is through the caliber and strength of your people.
- You must see and invest in this for a 3-5-year time frame. Stay the course. Be aggressive in the transformation effort but accept that successful change takes time. It must be systematic and it is not easy. Communications must be continuous. Patience is needed at all levels.
"The few who do are the envy of the many who watch."
- Jim Rohn