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Encouraging a successful sales culture


written by Natalie Davies

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A business culture is nothing new. We all talk about how important it is to promote a productive culture in the workplace. But what about a healthy sales culture? Every sales director will have an idea of what his or her team culture should be like, but how often do we see a specific sales culture in business?

Sales operations should be a breeding ground for success, avid determination and the development of a competitive streak. Left to their own devices, sales teams will swiftly become counterproductive and may lose sight of the end goal that the entire team should be working towards.

“I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard”.

– Estée Lauder

Cultures within any sales operation should always begin at the top. With a pro-sales team of executives that have a clear vision of what is to be achieved. The top of any business, the leaders, should be perceived as a friend, not a threat to the sales team. A source of information that can be used to their advantage.

Strategy. Yet another area of your business that will largely dictate the culture that trickles down through the entire organization. Only once a strategy that is clear and precise is developed, can you and your team really all sing from the same hymn sheet. A well defined strategy will foster laser sharp focus amongst your business and a clear idea of your business’ mission.

Every individual within your sales team should have an understanding of his or her position. We’re not trying to reinvent the wheel here, but it is the very basic components of your business that will produce a healthy sales culture. Knowing the part they play, exactly what they are selling, the company’s position in the market, where the ‘sweet spot’ lies with each customer or prospect, what each person should be doing and so on will put them on the right track to success.

Feedback is paramount. Yes, everyone likes a pat on the back every once in a while, but we must learn to take the good with the bad. The brutal feedback is harsh at times, but sometimes necessary. Active discussion, areas for improvement and sharing ideas amongst the team are some of the best ways to facilitate a positive sales culture.

See how sales-i helps build a successful sales culture by using it in a typical sales persons day.

Written By -

I’m another marketing bod here at sales-i (that is marketing exec come social secretary, branded wardrobe, stationary cupboard, fixer of the printer and chief maker of a terrible cup of tea). I get to work with the two delights that are Chris and Steve who have taken it upon themselves to educate me on all things football and Star Wars. I’m a Villa or Birmingham City fan depending on which of them you ask. I really rather enjoy reading and writing (I’m not that great at the maths thing, as Chris will tell you). What I lack in Star Wars and football knowledge, I make up for with a keen eye for a good wine and a great impression of a Wookie.

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