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Stop Using Sales Processes and Focus on Having a Sales Culture

Organizational Culture Consulting, also known as Corporate Culture Consulting, focuses on assessing and improving a company's internal culture. Consultants work with organizations to identify values, behaviors, and practices that shape employee experiences and impact productivity. Through tailored strategies, they help align culture with organizational goals, fostering a positive work environment. This consulting approach ultimately enhances employee engagement, retention, and overall business success.

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Stop Using Sales Processes and Focus on Having a Sales Culture

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  1. Stop Using Sales Processes and Focus on Having a Sales Culture

  2. The most popular sales processes are not always part of the sales culture and therefore become a waste of resources and time. Investing in sales culture programs that work on the sales purpose, daily values, and behaviors of your sales force and sales leaders is best if you want long-lasting results and a high return on investment from your sales training. A “selling purpose” other than money will help your sales force in the “why” they are selling your goods or services, compared to the end result which is making a profit. If you focus on the “why” the “how” and “what” will come. For example, the difference between a medical device sales representative who is trying to meet his sales quota and one who wants to help his fellow employees, family, friends and even the world have "pain-free mobility" is that one has expired (when the number is obtained or not) where the other is inspired (to keep people buying his solution). Inspired people will commit and deliver. A sales culture that involves the value of having “great people skills” will also outperform the “numbers-driven process salesperson,” since, all things being equal, we tend to buy from people we like. Most sales processes are heavy on methodology and weak on people. Having “great people skills” becomes part of your culture and strategy (your sustainable and/or unique competitive advantage). This is a great way to link culture to strategy for a great return on investment.

  3. The behaviors of high-skilled people include “smiling with teeth,” a behavior that if exhibited every day will also help achieve sales numbers as positive attitudes tend to get positive results. There are many specific behaviors you can link to having great people skills and it's the daily behavior of your people that really matters and not just the process they follow or don't follow. In conclusion, focus on your sales culture versus just a sales process as it will give you better results. These results will outlast your competitors, who focus on processes rather than “on people and how they behave.”

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