Creating a Sales Culture: What It Is & How It’s Done

Your organization has a unique culture. Good or bad, planned or not, it does. And as a leader, it’s your responsibility to lead by example and help shape the company culture.

So, how do you know if you’re doing the right things as a leader to make your sales culture an asset, rather than a liability? As a head of sales and senior leader, these are questions I get asked a lot.

Let’s look at how you can begin crafting your sales culture to transform your results and make your sales team that much sharper.

Sales Culture Is About More Than Office Perks

I have chosen to make a career in tech, and as you’d expect, there are a lot of perks that go along with it: a beer fridge in the office, casual dress (as long as I’m not visiting clients!), catered lunches, happy hours, team events, you name it.

But, when I’m hiring, any time a candidate focuses on these perks during an interview, I can’t help but view it as a knock against them.

Maybe I’m just sensitive to the “bro culture” stereotype, but it seems that we’ve taken this wonderful lever for team building, productivity, and engagement (our culture), and allowed the free beer to blind us from its real meaning.

It’s time to take a sober look at what culture really means.

Simply put, sales culture is the collection of values and behaviors embedded within your organization. It’s what your people believe, and it drives how they behave.

Culture Starts at The Top

Culture is best when set at the top — either by the CEO, VP Sales, or office leader — but it can be influenced by anyone, at any level, and at any time. It’s a living, breathing thing, and as such, it needs to be monitored and managed at all times.

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