Growth Sales Culture

Perhaps you’ve seen this happen in your organization or in organizations you’ve been a part of. The owner or manager comes up with a new sales initiative and is really excited about it. In fact, he has so much excitement about it that everyone sees that it just might make a critical difference. So people get on board… for a little while. And then, the excitement fades. It’s back to business as usual. No one is pushing for the initiative anymore because people got busy.

What’s missing? Actually, two things are missing: Commitment and Culture. The first is obvious. Nothing substantial is going to change in an organization without commitment. You absolutely need commitment to handle the hurdles and set-backs that are associated with any substantial change.

When I speak of culture here, it’s really the context that the organization operates within. When you have a sales culture or a growth culture, the actions that producers and managers take are consistent with that culture. For example, they use their sales meetings to arm their producers with the best weapons to close that next deal. The producers are clear on their personal goals, know exactly where they are and where they have to be to achieve them. For them, that’s just the way it is and the way it’s done because it’s part of the culture.

The question then is how do you create and maintain that culture in your organization? You guessed it: Commitment. The truth is that it’s not easy. It’s a transformation of an organization. It’s re-training producers. It’s changing sales meetings to be the most valuable time of the week. It’s providing producers what they need to win. And it’s a lot more than that.

It may occur like a mountain that is too high to climb. While it is hard work, it’s definitely attainable and the rewards are substantial. Consider this; after it’s implemented, it actually becomes fairly easy and requires a lot less time, especially if you have the right tools.

What are the right tools? Funny you should ask. I talk about those here: iWin 951 system.