Author Archives: avbgs

Create a Winning Sales Culture| Sales Leaders Must be Highly People-Oriented

 Create a Winning Sales Culture | Sales Leaders Must be Highly People-Oriented

 “Employees who believe that management is concerned about them as a whole person – not just an employee – are more productive, more satisfied, more fulfilled. Satisfied employees mean satisfied customers, which leads to profitability.” – Anne Mulcahy

“Highly engaged employees make the customer experience. Disengaged employees break it.” –Timothy R. ClarkSales Leaders Must be Highly People-Oriented

This is a follow-on of an earlier article focusing on the importance of selecting leaders with a high people-orientation.

It is critical to select sales leaders who have the highest integrity and ethical standards. After this requirement is met, you will want to know the candidate’s “people-orientation”.  Please note that prior success/experience and skills for the particular job are very important; however, integrity and people-orientation must be minimum standards to be met before consideration is given to any other assets that candidates may bring to the table. And thus, background checks and more importantly, personal references from people you trust are essential.

Furthermore, to get a sense of an individual’s people-orientation, here are a few of questions that you might ask:

  • “Describe the most fundamental responsibilities of a leader.”
  • “Provide some insight and details on people who would say that you’ve had a significant impact on their career growth and development.”
  • “How would former employees describe your relationship with them?”
  • “Describe situations (within or outside of the workplace) where you have helped people with personal challenges and difficulties.”

The purpose of these questions is to gain a firm understanding as to the prospect’s interactions and relationships with other people. In your discussion, the expectation is that the candidate must provide clear and convincing examples of where he/she has demonstrated a willingness and a commitment to support and assist other human beings.  You will know this when you see it, as folks who truly have a high people-orientation will exude a passion that will be clearly evident.

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Inspect What You Expect | Create Winning Sales Culture

Inspect What You Expect | Create Winning Sales Culture The will to win, the desire to succeed, the urge to reach your full potential…these are the keys will unlock the door to personal excellence.   Confucius This article is the last in a series of summaries of proven schemes for driving business growth. These are listed below.… Continue Reading

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Create a Winning Sales Culture | Execute with Discipline and Demand Excellence

Create a Winning Sales Culture | Execute with Discipline and Demand Excellence “Effective leadership is putting first things first. Effective management is discipline, carrying it out.”       – Stephen Covey  Execution is a passion for me. And, while I could devote an entire book to the subject, in this article, the focus will be to examine… Continue Reading

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Create a Winning Sales Culture | Maximize Team Performance | Promote Collaboration and Sharing Best Practices

Maximize Team Performance – Promote Collaboration and Sharing Best Practices “It is the long history of humankind (and animal kind, too) that those who learned to collaborate and improvise most effectively have prevailed.” – Charles Darwin “Talent wins games, but teamwork and intelligence win championships.” – Michael Jordan This is the second of five articles… Continue Reading

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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. – 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… Continue Reading

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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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