A High-Performing Sales Culture is Possible

Michele Warg
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Sales managers strive to produce teams with a long-standing record of high sales performance. Sales teams are tasked with acquiring new business and hitting sales quotas to increase the profits of the company. This tall task is not always easy, especially when the sales culture is damaged or tainted. Seek out strategies to improve the performance and cohesiveness of your sales culture to positively impact the company as a whole.

A positive sales culture is directly related to high sales performance. A sales team who is effective, productive and efficient significantly impacts the revenue of the business, explains Shelley Cernel with SalesForce. The performance of the team creates the organizational culture and renews the need for a clear strategy, vision and shared employee behaviors when executing transactions and acquiring new clients. An organizational culture that encourages friendly competition not only motivates representatives, but also encourages personnel to share sales strategies and work together to achieve a positive outcome.

Sales managers must adopt a data-driven mindset to improve sales performance and establish a productive sales culture. Representatives need to be able to gauge actionable insights from data that displays the potential client base, the goals desired and the conversion rates.

Provide ongoing training to establish a positive sales culture, too. Companies that are invested in professional development tend to have employees who are more motivated and invested in the company's goals, mission and culture. Sales performance relies on guidance, coaching and training to establish sales strategies and practices that are successful. Train employees on the products and services offered, demographics of existing clients, buyer personas and the competitive landscape so they have the tools to succeed.

Avoid the risk of a sales culture that consists of disengaged employees. Encourage a collaborative environment to increase the efficiency of the department. Highlight top performers, establish mentor programs and create sales teams to inspire success. Allow employees to learn from each other and rely on team members for support.

Provide the sales team with the tools they need to succeed, such as solid leads, territories and tracking software. Managers should streamline the workflow so it is focused and eliminates busywork that can derail representatives. Reduce office noise and distractions so sales performance is enhanced and client interaction remains professional and productive.

Build a cohesive sales culture by maintaining a supportive, competitive and encouraging atmosphere among team members. The office environment directly impacts the morale of the sales team and can make or break the success of each and every sale. Improve sales performance by fostering adherence to the company's mission and goals, and seek out strategies and resources that provide representatives with the tools they need to succeed and feel as if they are successful.

Photo courtesy of stockimages at FreeDigitalPhotos.net



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