Create A Winning Sales Culture | A Shared Identity for High Performance

                           High Performance

The collective aspiration for high performance is a fundamental characteristic of a winning sales culture.  The team enjoys a shared mindset which defines excellence as the identity for the business and will do all in their power to ensure that the organization is successful. From a leadership standpoint, compensation, reward, and recognition systems are designed to support and promote this identity. The culture is one of planned and spontaneous recognition for a great performance by individuals, and for teams. Leadership is driven to ensure that opportunities are not missed to show appreciation for flawless sales execution and excellence, recognizing individuals and teams in ways that are fun and exciting.

Human nature is such that people want to know that their efforts are appreciated. To that end, we established a monthly recognition conference call, whereby top performing individuals and teams were acknowledged for their accomplishments. I led these recognition events and took great pleasure in calling out the top performers for the past month. Our people very much looked forward to these sessions and worked hard for the opportunity to be recognized by the senior business leader in the presence of their peers. It was fun for me as well and, most notably, kept me very well informed as to who were our top were performing employees and teams for any given month, as well as those individuals who were consistently high achievers.  On a semi-annual basis, we recognized our employees in person. This afforded a great opportunity to recognize top performers in person and have some fun while doing so.

While it is essential that you compensate your people fairly, it is undeniable that the simple verbal acknowledgment of a job well done goes a heck of a long way helping to create a positive environment for highly motivated and loyal employees. You do not have to wait for planned events, as impromptu, on the spot, verbal recognition is extremely impactful for your folks. Also, the personal touch of handwritten notes of recognition are cherished by employees.

Finally, the best news of all is that genuine and earnest recognition is relatively easy to make happen, and is one of the most important things that performance leaders can do to build trust and loyalty while inspiring even higher performance by employees in a winning sales culture.

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