Building a Sales Culture - 10 Rules for Success

Updated: November 18, 2010

Often times not. Many of these same executives, when it comes time to assess their employees, become hypocritical. The reason to evaluate a group like this is to learn who it would be fair to ask to participate in more aggressive business development. It's nice to want more of a sales culture but it's a morale-killer to ask people unsuitable or disinterested in the task to participate. Another reason to evaluate is to determine what realistic expectations should be for their group. And of course training. What kind of help will the group need? What kind of weaknesses do they have and what kinds of issues will they have difficulty overcoming?

Some managers begin to get protective (threatened) at this point. Can you soften the language? Those questions don't apply. Do they want to create more of a sales culture or not? Post evaluation they'll learn that some employees are totally wrong for participating in business development and they'll ask to make exceptions. They'll ask for training and then ruin it by saying that a particular approach won't work in their business (as if they would know!).

Here are the rules for developing more of a sales culture:

  1. The culture won't change on its own.
  2. The culture won't change without someone in management driving that change.
  3. The culture won't change without identifying the people who should participate.
  4. The culture won't change without simple, basic expectations.
  5. The culture won't change without showing them how to do what they need to do to meet the expectations.
  6. The culture won't change without training them with the necessary skills to provide them some ability and confidence.
  7. The culture won't change without coaching.
  8. The culture won't change without getting outside expert advice.
  9. The culture won't change unless there is an early emphasis on low-risk concepts like cross-selling, up-selling, calling inactive customers/clients, and trolling for referrals.
  10. The culture won't change unless management holds everyone accountable.
Featured Research
  • Best ERP Features and Benefits for Your Business

    Are you considering investing in ERP software for the first time? Or maybe you already have an ERP solution but you’re worried it’s becoming dated. If either of the above apply to you, read our latest guide on the top ERP features and benefits based on the size of your business. You may be surprised at how versatile and cost-effective it is becoming - regardless of if you own a small business or run a large enterprise. more

  • 9 Spooky Signs You Need a Contact Center Upgrade

    When was the last time you evaluated the performance of your current contact center and the software you are using? The results may be frightening! If it’s been awhile since you invested in contact center software, there is a good chance that your needs have changed or that there are better options available now. Fortunately, it’s relatively easy to determine if you need an upgrade or not. more

  • 7 Ways the Wrong Phone System Can Haunt Your Business

    The wrong phone system could be haunting your business - and we’re talking about problems more serious than ghosts and ghouls. From increased costs to issues with scaling, we’ve identified seven important ways that a less than ideal phone system could be holding you back. You’ll be surprised at how much of a difference this can make to your bottom line too. more

  • Ditch Your Fax Servers

    An in-house fax server gives an IT department centralized management and monitoring over the entire enterprise's faxing. This can help your company track usage and better maintain records for auditing and record keeping. However, there are serious drawbacks that come with utilizing an in-house fax server solution and these range from security to cost-prohibitive pricing. more

  • The IT Manager's Survival Guide

    As an IT manager, maintaining physical fax servers and infrastructure is not a high priority. However, fax capability remains a business need simply because chances are your industry is dependent on its security. What if there was a way to reduce the amount of time spent handling fax complaints and maintaining physical servers? And this way took into account security, cost savings, and freed up your IT resources. Would you be interested? more