Create a Winning Sales Culture – Building the Right Habits
“Winning is not a sometime thing; it’s an all the time thing. You don’t win once in a while… you don’t do things right once in a while…you do them right all the time. Winning is a habit.” – Vince Lombardi
Building the Right Habits
In an earlier article, we reviewed the importance of great coaching in building a winning sales culture. This commentary is a continuation of that subject so as to examine the critical nature of the coach’s responsibility for helping the employee develop the habits and mindset that will lead to excellence.
Fundamentally, coaches must ensure a minimum these things for each employee:
- Clear and full knowledge of basics of the job itself, regarding specific duties and responsibilities
- Thorough understanding the target market segment (ideal customers/clients) relative to our company, along with the features, functions, and capabilities provided by our product and service offerings
- A solid foundation for the sales process (and best practices), including sales skills/expertise with an intimate knowledge and the ability to succinctly articulate competitive advantage and market differentiation
To begin with, it is in the mastery of these basics that the right habits initially come into play. The name of the game here is practice, practice and then practice some more. This habit of practice will ensure that the salesperson acquires the prowess to have a successful interaction with even the most difficult customer/client involving complex product/service offerings for the most challenging circumstances, in a smooth and fluid manner.
Furthermore, in the pursuit of excellence, salespeople must be open to the fact that there will always be a better practice than the best practice which is currently in vogue. And thus, true excellence requires that salespeople acquire the habit for always be in a state of continuous learning. And, of course, continuous learning must be supported by practice, practice, practice!
The bottom line is that employee development is a never-ending process, and in winning sales cultures, all the top sales professionals are continually learning and improving their knowledge and capabilities. And the coach is a critical part of the equation in creating the atmosphere, desire, and the mindset to make that happen.
Footnote: I found it to be fascinating that Aristotle and Vince Lombardi, born almost 2300 years apart, had the essentially the same thing to say about the critical nature of building good habits. It just goes to illustrate that the basic principles underlying personal success are timeless.
Contact us today for more information on how the team here at AVBGS can help you create A Winning Sales Culture