Create a Winning Sales Culture – Key Growth Strategies – Make People First
– Harvey S. Firestone
In the next five articles, I will review summaries for key strategies that have been proven to drive business growth immediately and over the long-term:
- Make People First – Disciplined Coaching, Employee Development and Committed Support
- Maximize Overall Team Performance – Collaboration and Sharing Best Practices
- Create a Business as Usual Environment for Stretch Goals – Joint Planning and Ownership
- Demand Excellence – Accountability, Visibility, and Consequences
- Inspect What You Expect – Systematic Inspection and Review Processes
Each of these strategies can be developed and implemented independently; however, they are most effective when harmonized and integrated together into a winning sales culture.
Let’s begin our journey with a summary of Strategy #1, Make People First:
Employees are the most important asset in the business. They are the face of the enterprise to the marketplace. With proper training, development, and support, they will help build a strong business reputation and increase customer loyalty; thus providing the foundation for sustained revenue growth and profitability.
- Sustained, long-term improvement in business growth
- Extraordinary customer experience and increased loyalty
- High employee satisfaction, engagement, and reduced attrition/turnover rates
Critical Success Factors:
- Business leadership must make employee development a top priority and set expectations and commit resources accordingly.
- Sales leaders must be trained and developed so that they become skilled and competent coaches. Coaching is a discipline of its own and requires knowledgeable and capable management for proper and effective execution.
- Sales leaders must be held accountable for building supportive relationships with employees while helping them to develop necessary key skill-sets, and yet challenging them to meet high expectations for performance.
- For optimal results, leaders must create customized plans for the development of each. Each person brings a different set of variables to the table: distinct personality traits, capabilities/talents, experience, skill sets, etc. And thus, “one size does not fit all: Managers must create customized plans for the optimal development of each individual. These coach/employee relationships are developed and nurtured on a one-on-one basis.