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 worked with LSA Global for our learning and development needs and have always had great success. They helped us recently with customized Management Workshops that we held for the second time. It was fantastic, and I would highly recommend LSA to anyone that is attempting to get immediate and impactful improvements.

Mary Johnston
HR Manager, BU Radiology Informatics

In the Next Generation Management Development courses, I was trained with skills and tools that have made me and my team more productive, motivated, and successful at communicating with other departments.

 

Kevin Ashman
Firmware Engineering Supervisor

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

On behalf of Roche and my staff I would like to sincerely thank you for your help with this. The English as a Second Language (ESL) assessment and coaching that you provided for our team was a great success.

Cam Greig
Associate Director

Roche

LSA Global’s consultant brought a fresh perspective to our behavioral based interviewing strategy for two key executive positions we needed to fill, and their consultant helped us develop questions that produced a much deeper understanding of candidates’ capabilities. I am confident that the two new executives joining our organization have the right skills to add significant value. Throughout the process LSA was also very responsive in dealing with short lead time requests.

Because of the unique nature of our business, Excel is a core application in our accounting organization. After three attempts to find an Excel consultant who is capable of helping our finance team integrate advanced applications into our work processes we found LSA and Alex. He was not only a “Real” Excel expert but was masterful in helping us identify where to use Excel applications in our processes to increase our group’s efficiency.

SPO Partners & Co
Kim Silva, CFO

We value our relationship with LSA Global. We came to LSA because we wanted to improve overall behavioral based interviewing capabilities of our managers to increase the probability of both hiring top talent and future leaders. LSA designed a highly customized solution for our business and culture. We are currently rolling out this solution to our leaders. I would highly recommend LSA Global as a top quality resource.

Rae Phillips
HR Project Manager - Training & Development, PHR

I consistently look to LSA Global when I need custom programs put together for my client groups. I can always count on LSA to do a thorough needs analysis and to put together spectacular programs that are well received. Their management development and performance management expertise and professionalism make them one of my top-rated learning and development partners.

Stephanie Webb
HR Program Manager

Rambus

LSA custom designed a Management Development program that is absolutely “on target” for our technical managers. Their facilitator has done a superb job delivering the material in a way that is fast paced, highly interactive, and fun. She presents practical solutions to the people situations that our managers face every day. I regard LSA as an excellent partner that understands our business needs and a virtual member of our HR department.

Judith Onton
Vice President Human Resources

We recently partnered with LSA Global to offer our Supervisors and Managers a customized two-day management training program. Everyone who attended said it was by far the best management training program they had ever attended. The content was rich and highly interactive. The case studies were relevant. Each participant walked away from the training much better equipped to lead their teams.

Jeff Coon
Director of Human Resources

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

Understanding and conforming to legal compliance was very important to our company. We turned to LSA Global to provide a quality and cost effective way to ensure that we were AB 1825 compliant. Their interactive eLearning program was top-notch. It allowed our managers to learn at their own pace, and on their own time. The program was tailored to include our logo and our internal harassment policies. It was interactive and met all federal and state legal requirements. I would highly recommend LSA Global to any company looking for an efficient and effective and top quality way to train their managers to be in compliance.

Kelly Warren, SPHR
Director, HR & Compliance

Avon’s success is dependent on strong relationships among our Customers, Representatives, Associates, and outside resources we hire to help us meet our business objectives. We were very pleased with the results from working with LSA Global to design and facilitate a custom program for our events management team. LSA demonstrated responsiveness, flexibility, and an innovative approach to working with us.

Deanna Rudnitsky
Senior Manager, HR Destiny Sales Region

“We turned to LSA to help us custom design and deliver a leadership and management development curriculum to help drive performance. They have done an excellent job diagnosing the business situation, designing an approach that fits our culture, and delivering a first class solution.”

Sally Buchannan
VP Human Resources

Each program is preceded by an assessment of the participants. The course is then designed to fit the specific parameters and needs of the group. The highly interactive delivery is provided by recognized experts in their fields. On the spot coaching is provided during the program and each participant receives individual follow-up after the course. Courses can be delivered in-person or virtually. Given the nature of Cisco’s business and the way we operate, these remote workshops are a must for anyone who joins our company. Their work is eye opening. Great content and fantastic delivery.

Frank J. Kuypers
Business Development Manager

I’ve been associated with LSA for the last 8 years and have found them to be an extremely professional, well managed full service training organization. Since working with LSA, I’ve participated in a number of solutions ranging from Performance Management to Assertiveness Training – I’ve found that the quality of the resources is superior. They are well prepared and have definitely done a considerable amount of pre-work in order to customize our culture and business into the total learning experience – making it most beneficial for our employees.

Duane Schroeder
Human Resource 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