We’ve talked to a lot of companies that recognize that transforming their sales culture can be a competitive differentiator. You can make an organization more client-focused, more partnership driven, and better able to create lasting value.
Here are three best practices around sales culture change that will ensure your success:
- Create a collective desired state. What will the new sales culture look like? It’s very important the new culture be determined collectively. Sales leaders and positive influencers from the field need to be aligned in order to sell the vision to the whole organization.
- Leader modeling. It’s critical that the leaders are really modeling some of those desired behaviours. For example, if you want your sales force to be a lot more proactive around driving net new business, you better make sure that the sales leaders are at the front line, rolling up their sleeves, doing prospecting calls with them. Otherwise, there’s a real disconnect with the sales force.
- Bronze is the new silver. People often look for one, big silver bullet solution when they enact sales culture change. They don’t exist. But there are a lot of bronze bullets – our analogy for the small adjustments required to get the big gains you’re looking for. Bronze bullets are the many small wins you’ll have along the way, and you need to make sure you celebrate them. They’ll create great momentum in your sales force.
Watch Tim Magwood, Founder of Fusion Learning share our point of view on the 3 keys to successful sales culture change: