Creating a High Performance Sales Culture

A High Performance Sales Culture Matters

“Thank you for a unique and great approach to building a high performance sales culture. The facilitator was brilliant. It will help us to create even higher sales performance now that we all know what matters most.

It really opened our eyes about a different way to lead.”
Simon Jefferson | Managing Director | AKQA

“The high performance sales culture approach combined with the sales strategy and executive sales coaching work helped us to grow revenue by 48%, increase profits by 10%, and close more than 50% of our deals over the last 12 months.

Aligning our sales strategy, culture, and talent is making all the difference. Thank you LSA!”
Laurie Sewell | President & CEO | Servicon Systems

Given your unique sales strategy and competition, how can you get the most out of your sales force in a way that makes sense for your business and for your sales team?

According to the McKinsey Quarterly, a top quartile performing salesperson is 14 times more productive than an average performer.

Unfortunately, many still mistake sales culture as soft or abstract. Nothing could be further from the truth. Our organizational alignment research found that sales culture accounts for 40% of the difference between high and low performing sales teams in terms of:

Revenue growth and profitability
Sales leadership effectiveness and sales team engagement
Customer satisfaction and loyalty

We define sales culture as how and why things truly get done in an organization to attract, win, and serve target clients.

The good news is that sales culture can be measured and shaped by understanding the way people think, behave, and work. The bad news is that if your sales culture is unhealthy or misaligned with your people or business strategies, you will not perform at your peak. Experienced sales leaders know that their sales strategy must go through sales culture to be successfully implemented.

Sales culture exists by design or by default. Regardless of origin, strong sales cultures can help leaders perform, or strong sales cultures can hurt performance. With so many options for sales leaders who want to improve the performance of their sales teams, it is not surprising that so many get lost in and frustrated by impractical theories and expensive consultants trying to make sense of it all.

Our clients tell us that our research-backed, practical, and action-oriented approach to assessing and aligning sales culture provides clarity, structure, and measurable results for leaders who want to significantly lift sales performance.

Typically clients turn to High Performance Sales Culture Assessment, Consulting, and Training to:

Ensure that their sales culture is healthy enough to raise, clarify, and align sales performance expectations
Remove cultural barriers that are hindering sales strategy execution
Design a sales culture that aligns with their business and talent strategies
Identify how sales leaders can reach aggressive targets without creating resentment or disengagement
Increase accountability for sales improvement
Motivate their sales teams to perform at their peak

Once your sales strategy is clear enough to act, our approach typically involves four main steps customized to each unique situation:

1. Assess Your Current Sales Culture
Assessing your current culture allows sales leaders to accurately pinpoint strengths to leverage and weaknesses to address regarding how and why work currently gets done. Typical outcomes include identifying:

Levels of sales health
Strengths and weaknesses of the current sales culture
Areas of cultural alignment and misalignment vis-à-vis your sales strategy
Likely accelerators and inhibitors to sales performance
Benchmark comparisons

2. Identify the Key Cultural Actions to Improve Sales Performance
Review the assessment results and agree on the critical few cultural actions required to create a healthy, high performing, and aligned sales culture.

3. Execute the Key Cultural Actions
Implement the top cultural shifts in a way that makes sense for your sales strategy and unique marketplace circumstances.

4. Measure Improvement and Agree Upon Next Steps
Monitor progress and continuously improve.

If you would like to learn how building a high performance sales culture at work has helped leading sales organizations perform at their peak, please contact us.

Related Information

The sales strategy and goal setting session was right on target. It was a very valuable process that I highly recommend to any sales team looking to increase performance.

Thank you LSA Global!

Phil Rosenberg
Senior Vice President of Sales

We recently hired LSA Global to help take our sales team to the next level. Specifically we focused on targeting the ideal client, differentiating our solutions, getting more qualified leads, and closing a higher percentage of our pipeline through a proven referral selling methodology.

So far, the results from the business sales training have been great. We were pleasantly surprised with the results-oriented approach and thoughtful follow-through plan to ensure that the new sales practices “stick.”

We look forward to a long-term relationship, and I would recommend LSA to anyone looking to increase the effectiveness of their sales force.

Patrick Arnold
President

We partnered with LSA to help custom design, deliver, and measure an advanced new employee on-boarding process. It was well thought out and bought into by sales leadership. The combination of targeted sales tools, technology, coaching, performance plans, training, and reinforcement made all the difference. The solution quantifiably improved new employee and hiring manager satisfaction and increased the speed to sales quota for new hires.

I would highly recommend LSA Global for any sales enablement team looking to increase the engagement and speed to productivity of their sales force. We are excited to implement the program globally as we continue to scale.

Rochana Golani
Director, Global Sales & Technical Field Enablement

We needed a way to improve customer training. We had to reach a disparate group of people in a very short period time. LSA gave us a new training methodology and a better way to go to market with our customer training that improved their experience and our brand positioning.

LSA delivered exactly what we needed and exceeded our expectations. Thank you.

Hinda Chalew
Vice President of Marketing

Seagate has always found LSA to be a highly valuable consulting, training, and coaching resource.

The recent business sales training programs they’ve delivered for Seagate University have been the right solution, of highest of quality, and highly customized to our unique business and culture.

I would highly recommend LSA to any company interested in offering top notch learning solutions that make a difference.

Tammy Dujmovich
Sales, Marketing & Customer Service

LSA custom designed and delivered the best sales training session that I have ever attended.

They focused on our industry, our customers, and our competitors. The materials and facilitators were world class.

They were passionate about helping our global sales force understand the fundamentals necessary to be successful and not leave money on the table.

I recommend them to any sales force looking to drive profitable revenue and beat the competition.

Carl Dickenson
Director of Sales

LSA has consistently delivered top notch value to Seagate’s Corporate University Program. The level of facilitator involvement and continuous program evolution has kept the sales negotiation training engaging, relevant, and impactful.

We look forward to working with LSA in the future.

Geoff Purnell
Sales Executive, Seagate Data Recovery Services

LSA Global demonstrated excellent expertise in sales and sales leadership, spent the time required to make sure the objectives were clear, and showed flexibility in shaping and sustaining everything that they did.

They “MEDRADized” the session to meet our unique needs, looked beyond the obvious, and got the key points across in a way that made sense. Thank you!

Doug Stantial
North America Sales Training Manager

ServiceSource has relied on LSA Global’s expertise for a variety of core initiatives, from strategy design and implementation, to business sales skills, to sales coaching. We recently engaged LSA Global to create a competency matrix for our inside sales team that will serve as our roadmap for employee on-boarding, development, succession planning, and retention.

This critical project had a tight timeline with high visibility. LSA Global completed the deliverable ahead of schedule and surpassed our expectations.

PMO and Outside Sales Operations
Senior Vice President

We engaged with LSA Global to help our sales team identify opportunities to accelerate our commitment to sales excellence. The facilitator’s shared passion for our goals created a foundation for sales skill adoption, as did LSA’s keen understanding of our unique business environment.

This insight allowed LSA to deliver customized and impactful business sales training workshops which were adapted to reflect our specific business dynamics and provided our employees with the sales models and tools to leverage on every call with customers.

Grant Clarke
Director Client Delivery

We selected LSA Global over several other sales experts based upon their ability to clarify and align our sales strategy, their expertise in identifying the critical sales scenarios necessary to meet our growth targets, and their willingness to stand behind the results with targeted sales management training and coaching and a pay-for-performance guarantee.

They have become an integral part of my sales team as we rapidly scale. I would recommend them to any sales leader looking for a true partner.

Anthony Lanham
SVP, Sales North America

We evaluated 6 well known sales development partners in the market. We ended up selecting LSA global because of their unique ability to get results selling solutions. They also had the strongest assessment, implementation, measurement, coaching, and global capabilities .

We’ve had such strong feedback from the executive selling program that there are requests to roll it out within the Marketing, Product Management, and our Leadership teams. Thank you LSA!

Stephanie Lucey
HR Manager

We wanted our Channel Managers to get sales strategies and tools that would increase partner revenue and strengthen partner relationships. LSA Global’s ability to quickly understand our business and to bring experienced and proven resources to the table created credibility with both the executive and sales team.

We look forward to continuing our sales partnership with them.

Chip Whitman
Channel Excellence Manager

LSA was instrumental in making our worldwide sales meeting a success. They saved me a ton of time with ‘best in class’ solutions to meet our business objectives. Whenever I’m in a pinch, I can count on LSA’s dynamic team of sales trainers and consultants to really go the extra mile.

They truly understand the meaning of customer delight. Thank you!

Amy Walker
Manager

From beginning to end, LSA was as invested in making sure the program succeeded as we were. They not only met the needs of our sales organization, but they helped us meet our very tight launch deadline.

The consultant operated with the sense of urgency necessary to ensure that we were ready to roll the business sales training program in a way that made sense.

Without their dedication and sales expertise we would not have been able to launch the program with the success that we did. Thank you LSA for being a valued business partner!

Erin Surprise
PHR, Manager - L & D