Whether you know it or not, every business has its own Sales Culture, which can be loosely described as “how we do things around here”.
It is the collective definition of beliefs, attitudes, behaviours, disciplines, and actions of the employees within your organisation. While it can sometimes be hard to put into words, your Sales Culture is how it feels to work in your business, what is most important and how engaged or aligned the collective team members are in the process.
A clearly defined and executed Sales Culture will allow you to attract and connect with the right type of people who will thrive within your environment.
If you do not deliberately or strategically create your sales culture, your people will do it for you – and it may not be what you would choose.
Why does it matter?
A positive workplace environment will enhance employee wellbeing, productivity, performance, customer interaction, collaboration and teamwork, trust, transparency, retention, and recruitment of new employees.
A negative workplace environment can create employee churn, fear of recrimination, stress, unhealthy conflict, inconsistent results, and reputational damage.
If you don’t prioritise what is most important and follow your words with clear actions, leadership and execution – you will end up with a mediocre sales culture and mediocre sales results.
When people understand the type of Sales Culture that you are intentionally creating, things make more sense. This means they are clear about your expectations on “how we do things around here” in a way that is good for business, good for team members, and good for customers too.
Some of the things that may be important to you include:
- Growth mindset and continual improvement
- Hunting (acquisition)
- Farming (growing relationships)
- Fun and happiness
- Industry expertise and technical knowledge
- Service excellence – responsiveness and reliability
- Recognition and reward
- Goal achievement
- Referrals
- Sharing knowledge and best practices
- Teamwork and communication
- Profitable deals with high margins
- Building a brand with visibility and presence
- Leading by example
- Utilising technology and sales tools
- Right people in the right roles
- Attitudes and beliefs
Just like anything worthwhile, great sales cultures don’t just happen by accident, they are strategically and deliberately created through the numerous small acts every day.
If you want to thrive in today’s competitive market, a strong and successful sales culture is pivotal for intentionally aligning your people with what is most important.
“Culture eats strategy for breakfast” Peter Drucker
While strategy is essential, your sales culture will drive results through the daily actions of your people. It influences their commitment, motivation and overall performance. Even the most brilliant strategy can fail if it is not supported by a strong sales culture.
This is because our success is achieved with and through our people – the human factor cannot be underestimated.
Remember – people do not just quit companies or leaders, they quit poor organisational cultures.
While strategy provides direction, a healthy culture creates sustainable success in action.
Your strategy matters, your people matter, your culture matters and your results matter.
Sometimes, getting it right takes a lot of getting it wrong – but I can promise you that when you get this right everything flows with ease and grace, which then creates an amazing high performing team.
The better it gets, the better it gets!
At Shine Executive, we love supporting organisations to create a high-performance culture by bringing out the best in their people.
We are here to help with speaking, consulting, training, conferences, coaching or offsite events and specialise in the following areas:
High Performing Teams | Leadership | Sales Training | EQ & Neuroscience | Financial Services Sales & Service | DISC Personality Profiles | Five Behaviours of Cohesive Teams | Positive Psychology | GROWTH Coaching
Our bespoke people and performance solutions are created to meet your unique business needs, time available and working environment – so if you have something that’s important to you why not Book your free 30 minute call now to discuss. We’d love to hear from you.
Or contact us at naomi@shineexecutive.com.au or 0423 93690.
