Create a Winning Sales Culture – Nurture and Leverage the Exponential Power of People

“The main thing is to keep the main thing the main thing.” – Stephen CoveyPeople

 First and foremost, my thoughts and prayers are with all of the people in the Houston area who are dealing with terrible devastation from the effects of Hurricane Harvey.  It’s difficult to find the right words to express heartfelt feelings for the folks who are experiencing severe hardship at this time.  I wish everyone new beginnings with peace and prosperity.

In this article, I will discuss the critical importance of a laser-like focus on people. Winning sales cultures are People-Centric (employees and customers). And thus, enlightened leaders not only understand this but embrace the philosophy, building plans and strategies around helping their employees grow and develop while designing business processes to delight their customers.

From an employee standpoint, the goal is to provide the resources and create the atmosphere where people can be the best they can be:  Hire them well, set high expectations, develop their capabilities and treat them like family.  If you do this, then good things will inevitably happen. Of course, we all know of those who give “lip service” on the importance of people; however, to be a genuine leader, one cannot just talk a good game; you must live it day in and day out. From a practical standpoint, it must be acknowledged that this is easier said than done, given the day to day challenges, opportunities and operational details associated with running a business. Nevertheless, the best and most successful leaders maintain a focus on people issues as a top priority.

Furthermore, as we focus on the importance of people to the business, we must remember that it’s all about the customer! Treat them like gold, as they pay the bills; their loyalty and word of mouth support will ensure the long-term viability of the firm. In winning sales cultures, there is a fundamental and universal understanding that everyone in the firm ultimately reports to the customer, the supreme authority. And, just like our previous discussion on people, we all know folks who give “lip service” about importance of the customer; however, for winning sales cultures, this is a reality, a passion which clearly manifests itself in every essential business function; it is deeply embedded in the culture and is the basis for each and every important decision and activity. For winning sales cultures, this complete and unconditional customer-orientation is just as natural and elemental for everyone as is breathing.

Winning sales cultures understand that success with people (employees and customers) is essential for health and well-being of the enterprise, and thus, this matter is managed accordingly. It sounds simple, yet day to day distractions are pervasive and, as a result, many businesses that are not fully committed will continue to lose focus on what is really most important.

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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