“Everything flows from culture. Culture is everything.”
Welcome to our inaugural newsletter targeted at small B2B Business owners and their sales managers. We invite you review what is here today and each Tuesday for the next few months. Our goal is to build a piece of communication that not only provides you great value, but you look forward to its arrival and the opportunity to take in one or more of its articles. Each week, we will focus on a different sales management topic. We hope that you find the format enjoyable and informative and want to continue receiving our newsletter beyond the trial period.
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The theme of this week’s newsletter is “Everything Flows from Culture.” Enjoy!
“The way a team plays as a whole determines its success. You may have the greatest bunch of individual stars in the world, but if they don’t play together, the club won’t be worth a dime.”
What is a Healthy Sales Culture?
by David Wuensch
Then I asked, “What is with the culture here? You can feel it.” Robert leaned forward and whispered, “Michael, everything flows from culture. Culture is everything.” (Weinberg, Mike. Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team (p. 119). AMACOM. Kindle Edition.)
I know of no better quote to illustrate the importance of a healthy sales culture to a successful sales team ……
Changing Organizational Culture to Drive Performance
by Dale Hintz
Senior Consultant, Excellent Cultures
The unique thing about organizational culture is it acts as a powerful force in all organizations; period – full stop. Each organization competes in different markets, requires different professional skill sets (tech firm-software engineer v. construction firm-carpenters) and is pursuing a strategy based on the market opportunities and capabilities of the Team. Culture lifts performance or holds down performance ….
A road warrior sales rep walked up to the airline check-in counter. “I would like this suitcase to go to London, this suitcase to go to Chicago, and this one to Vancouver.” The clerk replied, “Oh, sir, we can’t do that!” “Why not? You did it last week!”
EPOCH Sales Management Solutions, 10440 North Central Expressway, Suite 800, Dallas, TX 75231, United States, 2144705599