2.1 Tightly coupled with Strategy and Values – High-Performance Sales Culture
Executive Summary:
• Setting up the sales culture involves the provision of a CRM, sales training and KPI dashboards.
• The focus should be on sales process automation and effective use of sales time.
• Referring to the strategic plan: be clear about what you are selling and what is not being sold.
• Early communication and buy-in with sales leaders are essential. • Sales territories belong to the company, not the sales professional.
• Conduct regular performance reviews: sales members, territories and client. In business, there are few things more energizing than stepping onto a sales floor, which has an audible buzz and a clear sense of purpose. Contemporary sales models involve increasing levels of remote working conditions and digital communication. An accomplished leader can still generate great teamwork and a focused sales effort through regular online team meetings, conference calls, a focused CRM data entry strategy and 1:1 phone reviews.