There’s often a misconception that a sales team's issues can be fixed with a little training, but things are rarely that simple. Sure you can focus on hiring the best of the best, setting up great processes, and even giving people top-notch training, but all of that will fail without a strong sales leader at the top.
Why? Sales leaders feel that their job is to make sure that the numbers are met, which is definitely part of it, but they should instead be asking themselves …. “What can I do on my end to help my salespeople meet their goals?”
That's why as the leader of a sales department, your number one job is to establish and maintain a healthy sales culture.
What do I mean by sales culture? A company culture is an invisible set of attitudes and behaviors that affect everything within your sales organization. For example, if I spent 24 hours with your sales team, what 3-5 words would I use to describe what I saw, heard, and felt? Would I use words like: accountable, focused, and goal-oriented, or would I use words like: complacent, disorganized, and incoherent?
This can mean a number of things, whether it be holding people accountable, helping them adapt to new challenges, or simply not accepting excuses. Just remember, a successful company culture has to start with YOU!
Want to improve your sales team's efforts? Click here to check out a free webinar where our CEO, Tom Niesen will explain how to build a successful culture of accountability.
You might also be interested in:
