8 Steps to Create a Culture Within Sales
Posted by Erica Bell on July 29, 2013 in Sales 2.0 [ 2 Comments ]
Culture is a hot topic for HR firms and hiring managers. Whether or not someone fits into a company culture can make or break an employee’s success. Businesses want to hire the best and beyond a degree or experience, determining whether or not someone is the best is now dependent on their culture fit as well. The same goes for a sales team. A sales culture can drive your business and each employee towards greater success. However, many organizations don’t take the time to develop a sales culture. To improve your sales team and your business’s success, consider these 8 steps you can take to create a sales culture.
No matter the department, having the right team is crucial. Every member of your sales team should have the confidence to work along as well as the communication skills necessary to work within a team. Take a look at your current top performers. What personality traits, work experience and employee DNA do these people share? As you bring on new sales staff, make sure they are fit with your organization and fill the profile of a top performer.
The right motivation strategies can work wonders. Analyze your compensation plan and take a look at what drives each employee. If needed, tweak your current compensation plan towards each individual with incentives that encourage them to build strong customer relationships, provide great customer service and experiences, and keep customers coming back. Take a real look at what motivates your team – you can even ask them for ideas.
No business will be successful if it continuously seeks out the wrong customers. Not every individual or business will be a fit for your business. Talk with your marketing team to make sure their search engine marketing (SEM), content marketing, and lead generation efforts are going after the prospects that are most likely to align with and buy from your organization. The right prospects tend to be the most engaged and it’s your marketing team who can help you determine who those people are.
Every aspect of your business requires planning, beginning day one. The right planning for your sales team will make account management much easier. From general concepts or features that should be covered in pitches to what information to send in a follow-up email, make sure your sales team has a plan covering prospecting, pitching, on-going communications, closing and more.
We all need support. Your sales team needs it in order to be as efficient and as successful as possible. Whether you’re the VP of Sales or the new sales intern doesn’t matter. Support the sales team and ensure they have the pricing and product information, as well as the pieces of content, they’ll need. Development programs, from CRM training sessions to sales performance orientations, help cultivate an internal support system.
The right execution cycles back to your planning, but also incorporates mentorship and coaching from sales managers. Executing your sales strategy is a must and managers must hold themselves accountable when a deal isn’t closed, but could have been with a little sales representative guidance. Focus on the right prospects. If a deal is going to be lost, let it go and get back to other prospects who may be a better fit.
Optimization is an on-going process. New ideas, new technology and new team members all cause your sales strategies and culture to evolve. Embrace change, but make sure you’re making decisions that are the best for your business. What works today may not work tomorrow and your business may need to change the way, or even what, it sells. Be prepared for this and be proactive in making positive changes.
If each of these 8 key factors is present, your sales team has the potential to be best in class. Focus on refining each and evolving as a company to ensure your entire office is delivering to sales what it needs to be as successful as possible, whether it’s a new sales strategy or a new piece of content to send in a follow-up, nurturing email.
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