Want to create a high-performance sales culture?
Extract from ‘Scaling New Heights’ by Craig Saphin:
2.1 Tightly coupled with Strategy and Values – High-Performance Sales Culture
Executive Summary:
Setting up the sales culture involves the provision of a CRM, sales training and KPI dashboards.
The focus should be on sales process automation and effective use of sales time.
Referring to the strategic plan: be clear about what you are selling and what is not being sold.
Early communication and buy-in with sales leaders are essential.
Sales territories belong to the company, not the sales professional.
Conduct regular performance reviews: sales members, territories and client.
In business, there are few things more energising than stepping onto a sales floor, which has an audible buzz and a clear sense of purpose. Contemporary sales models involve increasing levels of remote working conditions and digital communication. An accomplished leader can still generate great teamwork and a focused sales effort through regular online team meetings, conference calls, a focused CRM data entry strategy and 1:1 phone reviews.
However, it takes a lot to beat the on-premise workspace for a culture of quick, collaborative and productive meetings and the presentation to the market with a combined purpose. The buzz comes from the alignment with a clear strategy, relevant values and high-performance sales culture. Achieving the buzz and the alignment requires strong and intelligent leadership.
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