Do You Know How to Align Sales Culture with Sales Strategy?
When you align sales culture with sales strategy, you outperform your peers. Our organizational alignment research shows you can grow 58% faster, be 72% more profitable and satisfy customers 3.2 times greater when you have sales cohesion and alignment.
Sales Effort Does Not Equal Sales Alignment
Most organizations focus a great deal of energy on making sure that their sales reps are working as hard as they can to meet revenue and margin targets. Sales leaders measure all kinds of sales activities. In fact there is no shortage of data.
CRMs provide a wealth of information about such sales concerns as:
But sales activity information alone is of little value unless it is used properly to achieve a common sales objective.
Align Sales Culture with Sales Strategy to Get Lift
We maintain that unless you can align the culture of your sales team (how and why things get done) with the sales strategy (what you are trying to accomplish), your sales people may not be putting their efforts in the right direction with the right clients. Your sales team may be efficient, but not effective.
Sales Alignment Creates Sales Optimization
The goal should be sales optimization. Decisions should be made that chart the course toward proven sales behaviors that drive:
For the most productive sales culture, you need to allocate resources where the greatest opportunity for profitable growth resides.
Three Capabilities to Align Sales Culture with Sales Strategy
Here are three capabilities you must build into your sales culture so you are aligned with business priorities and set up to optimize business results:
1. Hold Frequent, Informal Performance Conversations Focused on the Sales Activities that Matter Most
Sales managers need to set aside time to observe and coach sales team members. Our research shows that effective sales coaching makes a 4-to-1 difference in terms of performance. A performance review once a year is of little value compared to behavioral tweaks on a regular basis that are aligned with the overall sales strategy.
These one-on-one meetings are your opportunity to help your sales reps spend their time where they will be most productive. This means:
2. Update Your Sales Strategy to Reflect Reality
In far too many companies, the sales strategy is woefully behind current company and marketplace realities. A sound sales strategy helps sales reps make decisions that keep them on track to win in a way that makes sense. However, adjustments may need to be made to stay in tune with externally driven buying patterns, selling cycles and competitive shifts.
3. Select the Right Target Customers.
You should have an ideal target customer profile…one that represents your ideal buying partner in terms of size, maturity, need and ability to buy. Too many sales people waste time on clients who don’t fit what they have to offer compared to the competition. Find clients who don’t exceed your cost-to-serve or value-to-serve limits.
The Bottom Line
Build a high performing sales culture by encouraging the critical few winning behaviors, aligning with the organization’s strategy, and by sticking with ideal target customers.
To learn more about how to align sales culture with sales strategy, download How to Optimize Your Sales Force in the Face of Increased Performance Pressure
How Managers Can Make Better Decisions
How to Grow Existing Accounts Faster
How to Learn New Skills Faster
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.
Firmware Engineering Supervisor
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.
Vice President 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.
Learning & Development
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.
HR Program Manager
We engaged LSA to design and deliver a 6-month custom executive coaching program for a group of our key leaders. The focus of the program was to help a core group of senior leaders to leverage previous investments in management training, to ensure the engagement and retention of key employees, and to push critical strategic initiatives forward. Even with the high expectations of our senior people, LSA has completely exceeded our expectations. I would recommend them to anyone looking to create and implement a custom coaching methodology using proven tools to drive true change.
Senior HR Manager - Staffing, Training, & Development
Thank you to LSA Global for their partnership and support in helping us to design and roll-out our valuable management development training program. I personally have partnered with LSA Global at four of my previous companies. It continues to be a delight working with LSA. We look forward to partnering with them at Blackhawk Networks for future training and consulting needs.
VP Human Resources
Here’s a token of my appreciation for ALL your efforts. I’m offering my most sincere appreciation, and it extends to all the folks who made our customized management development programs possible.
Workforce Planning Bureau
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.
VP of Human Resources
We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.
Julaine K. Souza
Senior Vice President
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.
Vice President, Human Resources
For our go to training outsourcing partner, LSA provides exactly what we want. As always, they deliver outstanding work!
Director, Organizational Excellence & Development
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.
Vice President, HR and IT
The Managing Virtual Teams program was extremely valuable. Your consultant/ facilitator’s fundamental knowledge of Synopsys as a company provided an incredible base to build upon while tackling the complications of managing and working with globally distributed teams. My team walked away walked away with highly useful practices and tools. It was an excellent use of our time.
Vice President, Information Technology
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
Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.
Want to know how you stack up against leading organizations? Receive a complimentary benchmarking analysis courtesy of an LSA Expert.
Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.
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.
Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.
Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.