Build a Winning Sales Culture | Set High Expectations and Practice Winning 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 LombardiExpectations

Based on my experience, as well as from what I have read and seen for top performing teams, the fundamental building block for winning organizations begins with setting non-negotiable expectations for creating the right habits and activities. It sounds simple, but championship teams and organizations all share this particular trait. They do the right things, in the right way, at the right time, more consistently than those who are less successful.

Here are a few of the expectations for winning habits/customs that have proven to be successful for me in creating winning atmospheres. Note that it starts with senior business leadership:

  • The business leader must articulate and be bound to a commitment to each person’s success and well-being, both professionally and personally. It is critical that leadership communicates and demonstrates that they genuinely care about people, and want the very best for them as individuals.
  • And, from an employee standpoint, we expect their best always and without exception; a commitment for excellence and exceeding expectations must be viewed as business as usual. Furthermore, your employees can expect the same from you. To that end, each individual can always count on you for resources and support where they need help to make the business successful. This will include the business leader’s help to address challenges, roadblocks, etc.

  • Another key winning custom pertains to the style and approach to communication. That is communication is transparent, open and two-way; that is, you want to hear employees’ opinions and perspectives, not just want they think you want to hear. It should be made clear that you will make the final decisions/determinations; nevertheless, their input/feedback is essential.
  • The expectation is set for a competitive atmosphere, yet it is to be an environment that promotes habits for collaboration and teamwork with peers, employees and yourself. Teamwork and collaboration are expected throughout the organization. In my mind, the perfect representation of teamwork and collaboration in a supportive environment is the family. In the workplace, the goal is to replicate the ideal family atmosphere.
  • For your managers, you will commit to their continued their ongoing professional growth and development; and, the same is expected of them for employees on their respective teams.
  • For your sales leaders, expect and set schedule a routine for brief weekly readouts of the progress toward their business goals (they are invited to bring individual(s) on their respective teams to these sessions; in fact, in certain circumstances, you may require them to do so.

Of course, I could go on and list more of these habits or customs, but I believe you get the idea. Winning sales cultures are built on customs for always doing the right things, in the right way, at the right time. Indeed, this mindset for practicing winning habits pervades every aspect and activity for the business.

Do you want to increase your sales team’s operational effectiveness to drive revenue growth in your business? If so, we can help you with that. On a brief phone call, I can share some proven strategies used as an AT&T executive to generate hundreds of millions of dollars. Call us at 281-817-7391, or email me at

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