Author Archives: avbgs

Create a Winning Sales Culture – Nurture and Leverage the Exponential Power of People

“The main thing is to keep the main thing the main thing.” – Stephen CoveyPeople

 First and foremost, my thoughts and prayers are with all of the people in the Houston area who are dealing with terrible devastation from the effects of Hurricane Harvey.  It’s difficult to find the right words to express heartfelt feelings for the folks who are experiencing severe hardship at this time.  I wish everyone new beginnings with peace and prosperity.

In this article, I will discuss the critical importance of a laser-like focus on people. Winning sales cultures are People-Centric (employees and customers). And thus, enlightened leaders not only understand this but embrace the philosophy, building plans and strategies around helping their employees grow and develop while designing business processes to delight their customers.

From an employee standpoint, the goal is to provide the resources and create the atmosphere where people can be the best they can be:  Hire them well, set high expectations, develop their capabilities and treat them like family.  If you do this, then good things will inevitably happen. Of course, we all know of those who give “lip service” on the importance of people; however, to be a genuine leader, one cannot just talk a good game; you must live it day in and day out. From a practical standpoint, it must be acknowledged that this is easier said than done, given the day to day challenges, opportunities and operational details associated with running a business. Nevertheless, the best and most successful leaders maintain a focus on people issues as a top priority.

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Create A Winning Sales Culture | Employee Ownership

“There are only three measurements that tell you nearly everything you need to know about your organization’s overall performance: employee engagement, customer satisfaction, and cash flow.” –Jack Welch            A key characteristic of winning sales cultures is operational excellence, and the foundation for this strategic advantage lies with the sense of… Continue Reading

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Create a Winning Sales Culture | Execute with Discipline | Consequences

  “Wisdom consists of the anticipation of consequences.” – Norman Cousins “Consequence – Something that happens as a result of a particular action or set of conditions”                                      – Merriam-Webster Dictionary This is the final article in the series covering disciplined execution: ‘Visibility, Accountability, and Consequences”. For high performing sales teams, the culture is built upon… Continue Reading

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Create a Winning Sales Culture | Execute with Discipline | Visibility

Create a Winning Sales Culture – Execute with Discipline – Visibility “Perception is strong and sight weak. In strategy, it is important to see distant things as if they were close and to take a distanced view of close things.”  Miyamoto Musashi, legendary Japanese swordsman Our examination of sales execution continues from the previous article… Continue Reading

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Create a Winning Sales Culture – Execute with Discipline

Create a Winning Sales Culture – Execute with Discipline                                          Without execution, ‘vision’ is just another word for hallucination. Thomas Edison This is a continuation of the discussion regarding a framework for execution: Visibility, Accountability, and… Continue Reading

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Create a Winning Sales Culture | Execute with Discipline

Create a Winning Sales Culture – Execute with Discipline “Effective leadership is putting first things first. Effective management is discipline, carrying it out.” Stephen Covey Execute – Winning sales cultures are competent at planning and execution. And while a thoughtful plan is a necessity, without effective execution, it is practically worthless. I want to share… Continue Reading

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Create a Winning Sales Culture | Mutual Respect and Trust

“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.… Continue Reading

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