“When people honor each other, there is a trust established that leads to synergy, interdependence, and deep respect. Both parties make decisions and choices based on what is right, what is best, what is valued most highly.” —Blaine Lee
Leaders in winning sales cultures work to create an atmosphere of mutual respect and trust. These attributes lay the foundation for high engagement and collaboration founded on honest and open, two-way communication. And, it logically follows that these dynamics facilitate increased sales productivity and a better customer experience.
It is imperative that business leadership conduct regular information sharing sessions. These might be “roundtable discussions” with small groups or “town hall meetings.” The key is to create a setting where employees are encouraged to ask questions and provide feedback related to their jobs, opportunities for advancement, company policies, business opportunities/challenges, etc. For example, one of the ways our team accomplished this was a part monthly conference calls for employee recognition. Further, we created another opportunity for open dialogue through scheduled monthly roundtable meetings with front line sales personnel. In these sessions, top performers met face to face with leadership to share ideas and provide feedback on all aspects of the business.