Make People First | Create a Winning Sales Culture

Create a Winning Sales Culture – Key Growth Strategies – Make People First

The growth and development of people is the highest calling of leadership.Make People First | Create a Winning Sales Culture

– 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:

Business Opportunity:

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.

Key Advantages:

  • 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.

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Create a Winning Sales Culture | Superior Customer Service

Create a Winning Sales Culture with Superior Customer Service The goal as a company is to have customer service that is not just the best but legendary. Sam Walton, Founder of Wal-Mart “Profit in business comes from repeat customers; customers that boast about your product and service, and that bring friends with them.” W. Edwards… Continue Reading

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Create a Winning Sales Culture | Change Your Habits and How You Think To Grow Your Business

Change Your Habits and How You Think To Grow Your Business – Create a Winning Sales Culture “Innovation is the specific instrument of entrepreneurship. The act that endows resources with a new capacity to create wealth.” – Peter Drucker. Most business leaders today aren’t happy with the amount of revenue their business is generating. They’re… Continue Reading

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Create a Winning Sales Culture | Educate Your Customers

There is only one boss. The customer. And he can fire everybody in the company from the chairman on down, simply by spending his money somewhere else. – Sam Walton Don’t find customers for your products, find products for your customers. – Seth Godin          Educate them about what, you may be thinking?… Continue Reading

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Create a Winning Sales Culture | Find the Right Leader

If your actions inspire others to dream more, learn more, do more and become more, you are a leader. —John Quincy Adams Leadership is lifting a person’s vision to high sights, the raising of a person’s performance to a higher standard, the building of a personality beyond its normal limitations. —Peter Drucker Create a Winning… Continue Reading

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Create a Winning Sales Culture | Execute with Excellence | Customer Experience

“It takes many good deeds to build a good reputation, and only one bad one to lose it.”    – Benjamin Franklin Providing an exceptional customer experience at every touchpoint in your business is imperative, as it lays the groundwork for growth over the long term. A strong reputation for excellence in the customer experience cannot… Continue Reading

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Create A Winning Sales Culture | Leadership Development

 “Leadership is the capacity to translate vision into reality.”   –Warren Bennis “As we look ahead into the next century, leaders will be those who empower others.” –Bill Gates   One of most reliable ways to drive consistent business growth is through competent and effective sales leaders who empower, support and inspire their respective teams to… Continue Reading

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Create a Winning Sales Culture | Value of Skilled and Trusted Coach

“Really, coaching is simplicity. It’s getting players to play better than they think that they can.” Tom Landry Great leaders and coaches have a basic understanding (either learned or intuitive) of psychology and human behavior. They connect with people and build trusting relationships; they understand what each person values. Furthermore, leaders/coaches apply this knowledge so… Continue Reading

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