“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.
For roundtable discussions, the first part of the meeting was focused solely on encouraging employees and leadership to share something about themselves: personal or business related information. Trust starts with getting to know one another. Furthermore, folks want to know that leaders care about them as individuals. Regarding the meeting protocol, business leadership must create the right atmosphere: Unadulterated feedback from the best employees is a gift, and thus, people must have the assurance that they will not be penalized or disciplined for asking tough questions or expressing opinions that differ from those of management. Employees should be encouraged to ask questions and share ideas about matters that are important to them. Moreover, leadership must be sure to provide answers in a sincere and honest manner, as employees will see right through false and bogus information. And, for those questions that are not addressed immediately on the spot, leadership must make it a top priority to follow up with answers in a reasonable time frame. From these meetings, I learned a great deal of practical information that helped me improve our business. Moreover, in this setting, I felt a mutual intimate connection with individual team members.
In summary, winning sales cultures foster open, honest and two-way communications, along with a clear demonstration that leaders genuinely care about people and their welfare. When people have regular and meaningful contact with high integrity leadership, good things will happen.
Contact us today for more information on how the team here at AVBGS can help you create A Winning Sales Culture