“If Your Managers Were Good at Sales, They’d Still be Doing It”
Harsh? Partially true? The point is that your frontline people want to win, they are passionate about winning customers over, and they are committed to delivering relevant value. However…
Do your people KNOW how to do the things they need to do to be an effective B2B partner? The Point Is…
Does Your Management Team Have the Capabilities to Train, Coach, and Lead Your People to Sales Greatness?
“If you don’t get frontline sales managers on board, the initiative will fail.”
– Sales Executive Council
4 Sales Culture Building Principles
1. Senior Leadership Must Champion and Support the Development of an Effective Sales Culture. Building a dynamic sales culture must be viewed as a strategic priority, not an EVENT. Nothing extraordinary has ever happened without courageous and visionary leadership.
2. “Organizations That Knit Sales Coaching into Their DNA Will be the Winners.” – Linda Richardson, Sales Coaching. Sales Managers must be committed, and possess essential coaching skills, to training and developing their people. Sustained training and coaching must be viewed as a primary business driver.
3. A Sales Culture Must be Supported by Operational Processes. In management we say – what gets measured, gets managed; and what gets managed, gets done. Telling your management team to “get out there and coach,” well, rarely sticks. Dynamic coaching cultures are supported by end-to-end processes that are often aligned with Human Resources.
4. Dynamic Sales Cultures ATTRACT and RETAIN Top Talent. High performers desire to work for high performing cultures. Establishing your organization as a Sales Leader Culture is a powerful core element of a Talent Management Strategy.