Monthly Archives: June 2017

Create a Winning Sales Culture | Execute with Discipline | Consequences


“Wisdom consists of the anticipation of consequences.” – Norman CousinsConsequences

“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 a shared understanding of clear, unambiguous consequences for doing the right things, the right way. The winning formula is very straightforward:

  • Goals are properly established by the business
  • Activities and resources for the business are designed to support goals
  • Activities aligned with business goals are assigned to each employee; these individuals are properly developed, given necessary resources/support, and held accountable
  • When an employee’s assigned activities are performed in a manner that exceeds expectations, positive consequences naturally follow. And, other appropriate consequences are administered for meeting expectations.
  • Moreover, consequences are quickly carried out for those not doing the right things, or for persons doing the right things but in the wrong way.

To summarize, in winning sales cultures, for whatever the scenario might be, consequences are administered in a fair and timely manner. Leaders in such a culture understand that should applicable consequences not be carried out consistently, equitably, and promptly, the integrity of execution, as well as overall organizational credibility, are at risk.

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