How You Can Embrace a Sales Driven Culture

Sales Driven Culture Book

Does a sales driven culture matter?

What is Culture
Much has been written lately about the importance of a strong culture in driving success. Think of culture simply as how things really get done… the way people think, behave and act. According to a recent report from the Harvard Business School, culture can account for up to half of the differential in performance between organizations in the same industry.

We agree that a high performance sales culture can make the difference between thriving and just surviving. We found through our own organizational alignment research that cultural factors account for up to 40% of the difference between high- and low-growth companies.

New Thinking about Sales Cultures
What is new in culture-oriented thinking is the idea that basing an entire company upon a sales-oriented culture can give an organization a significant competitive edge. The philosophy behind this approach is that no matter how superior your products or services may be, if you can’t convince someone to buy them, your business will fail.

Businesses fall by the wayside all the time. Just think of that gift shop on Main Street that you counted on for the perfect gift every time. Apparently, though, you were very much in the minority. The store front was drab so went unnoticed; there was no advertising campaign so no draw for new customers; and the retail clerks were somewhat unwelcoming to those who happened to walk in. The merchandise was first-class but sales were too few for the store to survive.

If you are ready to think of your company as first, last and always a sales organization, here is how you can go about embracing a sales-driven culture.

    1. Revamp your mission to be sales-focused
      Embody your new focus in your mission statement so that there is no doubt about why you are in business and how you intend to operate. Make sure your entire work force understands you plan to grow profits by acquiring new customers, serving those customers for increased profitability and building long-term customer loyalty by helping them to succeed.
    2. Personally communicate and reinforce the new sales mission
      Do not rely on others to spread the word. It is your responsibility as a leader to reinforce the message at every turn. Too many companies publish their mission once and then assume it will become embedded in the culture. Step up to the challenge of ensuring that each and every worker supports the mission to help your customers to succeed in the way they think and the way they behave.
    3. Create alignment with sales
      Sales is all about profitable and consistent growth. At times this can create problems for other departments. The sales team, eager to close a deal, can make promises of delivery that tax manufacturing or promises of product tweaks that put pressure on the design team. Keep the focus on what you all have agreed will help the organization succeed…acquisition of new customers, development of current customers, and retention of profitable customers…and work to mediate internal conflicts. Agree upon what sales needs to get and from whom. Then agree upon what the sales function needs to provide to each and every department so that everyone is set up to perform at their peak.
    4. Focus on building a high performance sales culture
      Build a high performing sales culture by setting clear and achievable performance expectations, establishing fair and transparent metrics, holding team members accountable, rewarding high performers and coaching or changing struggling performers.

When the sales force succeeds, the organization as a whole is more likely to flourish. If you accept this, take the leap toward founding your entire organization’s culture on the way a high performing sales team operates.

What to learn more about what it takes to create a sales driven culture?  Download our sales leadership toolkit now.

Comments are closed.

We have been able to utilize LSA’s extensive network of top-notch resources to leverage our investment in employee development. The result has been the cost effective and highly efficient delivery of quality educational and management training programs.

Steve Feller
Vice President, Human Resources

Hyperion has a commitment to lifelong learning. LSA helps us provide the right business sales training, management training programs, and leadership development programs at the right time to meet the needs of both individuals and departments. I especially appreciate their ability to listen to my needs and recommend the appropriate facilitators, solutions and content.

Sarah Parks
Senior Project Manager

Hyperion

In my years working with LSA, it seems like I’ve had a personal consultant at my fingertips to help me identify just the right solution to satisfy our needs. The entire LSA team has become a trusted friend of Actel — assuring we provide state-of-the-art learning to meet our complex, high-tech business and people needs.

Linda Mitchell
Training Manager

I’ve partnered with LSA Global at two companies now, and I consider them a valuable and trusted training and consulting resource. They recommended just the right solution to address our management development needs and have wonderful facilitators that match YuMe’s culture and style of our management team. I would highly recommend LSA Global to any company wanting to deliver quality learning solutions with a valuable learning and development partner.

Maya Paul
HR Director

I am very impressed with the quality of work and talent. LSA did a great job of listening to my needs and providing the exact management training program expertise I needed to get the job done.

Don Pryor
Director, Business Planning & Analysis

I highly recommend LSA Global to anyone who is looking to improve individual or organizational effectiveness through their top quality programs and broad range of expertise.

Greg Pappas
VP of Human Resources

LSA’s approach and ability to bring the best resources to eBay has been a great asset. They really focus on helping us succeed in any way they can and are very flexible in meeting our management and talent needs.

Mike Normant
Learning & Development

ebay

We partnered with LSA to pilot a customized behavioral interviewing program to help ensure that we continue to hire the best and brightest as we continue to rapidly scale. LSA’s ability to understand our business and our unique culture combined with their desire to ensure that the best practices framework truly fits our performance environment and is highly adopted by our people is a real blessing. Most other firms want to just ‘give you training.’ Not LSA, they are focused on helping me hit our hiring forecasts and attract A players.

Jennifer Remling
Director of Global Recruiting

AKQA

The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.

Stacie Rodgers
VP of Human Resources

Cutera

LSA helped to meet the needs of my teams within a very narrow timeframe. My team walked away with highly useful management tools and practices. LSA saved us time in delivering the right solution for our specific needs.

Sandeep Kumar
Director, Software Engineering, EPG

We consider LSA our true business partner in the areas of Learning and Organizational Development. From Strategic Planning to Presentation Skills and Management Training, they continue to provide excellent value and extremely high quality solutions – not just one time events. I recommend them to anyone looking to drive true business results.

Michelle A. Mitchell
Vice President, Worldwide Human Resources

LSA’s Employee Engagement Consulting and Survey work has provided critical visibility into: how well our people are holding up under the general economic environment, as well as, the specific challenges that face biotechnology companies in their efforts to discover and develop new medicines; their level of alignment and commitment to XOMA’s Vision and mission critical strategies; how leadership practices and management systems support an environment that engender commitment, and the specific actions that our leaders can take to improve on areas that are important to our people. I highly recommend LSA’s employee engagement solutions.

Chris Wells
Vice President, HR and IT

SeaTel has found our partnership with LSA Global to be very valuable and beneficial. We turned to LSA to customize a supervisory/leadership solution to meet our needs. LSA delivered a customized top quality solution. I’d recommend LSA Global to any company looking for a best-in-class training and consulting partner.

Kortney Riddle
HR Manager

Harmonic has worked with LSA for over 8 years. We have found their partnership extremely beneficial. We recently implemented a Management Development Program that was designed and customized to support our company’s strategic initiative of hiring, building, and retaining key intellectual property and human talent. We worked closely with LSA to target and implement the right solutions with the greatest impact. I would recommend LSA to any company that’s looking for a trusted training and development partner.

Janice Passarello
Director of Human Resources

The Next Generation Management Development courses have helped me communicate more effectively with my peers and teammates. By utilizing effective communication techniques such as clarifying and confirming, and asking open ended questions, I have been able to clarify and understand information in situations where I would have otherwise asked limited questions and made false assumptions.

Robert Breckner
Firmware Engineering Manager

Evaluate your Performance

Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

More

Health Checks

Health Checks

Want to know how you stack up against leading organizations?  Receive a complimentary benchmarking analysis courtesy of an LSA Expert.

More

Whitepapers

Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

More

Methodology

Methodologies

First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.

More

Blogs

Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

More

Case Studies

Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

More