Once your sales strategy is clear enough to act, it is the sales leader's job to create the high performance environment necessary to get results for you and your clients.
We define culture as how things get done in an organization - especially when no one is looking. Many still mistakenly believe that culture is "soft HR-type stuff" that can be ignored because it does not have a quantifiable impact on performance.
Successful sales organizations know better.
They understand and leverage their culture to outperform their competition. They ensure that the right behaviors get modeled, measured and rewarded for both their customers and their business. They consistently improve or dismiss sub-standard performers quickly.
One recent Harvard Business School research report described how an effective culture can account for up to half of the differential in performance between organizations in the same business.
Is your sales culture an asset or a liability?
Based upon over 20 years of research, here are the top 5 sales culture warning signs:
- There is an ambiguous definition of high or low performance
- Non-improving low performers stick around or high performers do not embody espoused culture
- It is unclear if "the way" creates success
- Key success metrics are perceived as confusing, conflicting, or unfair
- There is success-driven complacency
If any of these warning signs are appearing in your organization, it is time for you to act.
Read more:
6 Steps to Creating a High Performance Sales Environment
Top 5 Performance Environment Warning Signs
Do You Have a High Performance Culture to Drive Your Strategy
About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned
Is your sales force set up to succeed?
Tristam Brown, LSA's Chairman and CEO will Keynote at the Sales 2.0 Conference in San Francisco on May 5th at the Four Seasons Hotel and Spa in San Francisco. Attendees will learn how to close the real-time strategy, culture and talent gaps to achieve unprecedented success.
The session, entitled Stop Doing Stupid Stuff: The Critical Moves Required to Create Real-Time Sales Results is for senior sales leaders who believe that they are headed in the right direction, but their sales team's performance is not where they want it to be. The interactive talk highlights how to not get fooled into making isolated or diluted moves that do not lead a sales force dramatically forward.
When it matters most to your biggest customers, do you have the capability and capacity to respond in real time? Are you are headed in the right direction, but your sales team's performance isn't where you want it to be? Unfortunately, many sales teams continue to make isolated moves that do not propel the sales force dramatically forward. Neither talent nor culture nor strategy alone will produce the real-time results necessary to succeed. Alignment is the missing ingredient to achieve real time sales success.
The session will help sales executives to:
- Assess their sales strategy to determine if it is clear enough to act and respond in real time.
- Determine whether or not they have a high-performance sales culture with the capability to succeed when it matters most.
- Attract, develop, and retain differentiated and customer-centric sales talent.
Read more about creating high performance environments...
Ask us about a Free Pass to the Conference
About LSA Global
Founded in 1995, LSA Global is a leading performance consulting and training firm that helps high growth technology, services, and life-science companies create a competitive advantage by powerfully aligning their culture and talent with their strategy. Learn more about getting aligned
