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. (Check out Mike’s 2013 article in this newsletter that goes into more detail about the culture at Robert’s company from the quote above.)
So, what is a healthy sales culture? Here are some questions that you might want to ask yourself about your company.
- Is there a shared vision? Are there clear sales goals and clear expectations of the sales team?
- Do salespeople understand the mission, vision and values of the company?
- Do they know who the target prospects are, their prospect’s issues and how they can help those prospects better than anyone else?
- Do they know what is expected of them and how to get help when needed?
- Does everyone respect each other? Does that respect go up and down and side to side?
- Does everyone treat each other with respect?
- Does everyone show up on time and meet deadlines on time? If a conflict arises, do they inform parties in an appropriate manner?
- Do people avoid talking badly of others. If they have an issue with someone, do they seek that person out to work out the situation?
- Do people communicate well? Is information shared openly?
- Do people openly inform others and is communication generally inclusive?
- Is information shared, not hidden?
- Is there a positive vibe? Do you have fun? How do you celebrate your wins?
- Are people looking for reasons to celebrate and finding the good in what is going on?
- Are people encouraged and feel supported.
- Is it fun?
- Are people learning and growing?
- Are people encouraged to learn and develop?
- Is training made available?
- How healthy is the competition? What do your sales contests look like?
- Is sales data well posted and distributed for all to see?
- Are there regular contests to promote healthy competition?
- Is everyone being held accountable? What metrics are measured weekly? Monthly? Quarterly? Annually?
- Caution: positivity without accountability can lead to chaos.
When you work on the answers to these questions, what do you think will happen to the health of your sales culture?