Create A Winning Sales Force: Inspire The Right Habits & Behaviors
“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. Unfortunately, so is losing.” 
– Vince Lombardi
“If you want employees to feel appreciated, you need to celebrate their achievements regularly and publicly.”
– Logan Green, Co-Founder, Lyft
Let’s grow your business! In this article, we will outline a strategy for creating an environment of winning habits and behaviors necessary for generating business growth!
Here’s a brief summary of the strategy:
Strategic Goal:
- Sustained strong sales performance
Enabling Objectives:
- High achievement orientation
- Strong employee engagement
- Widespread collaboration and teamwork
Critical Success Factors:
- Hire and retain good, capable people.
- Compensation, recognition, coaching and employee development, and disciplinary processes are to be aligned and managed in a consistent, effective and equitable manner.
- High achievers (those who exceed sales objectives by 10-20% or more) are compensated in a financially prudent but generous fashion. Furthermore, they are to be recognized in an appropriate way. High achievers set the example for what leadership wants to see in each employee and therefore, the accomplishments of these individuals are acknowledged and celebrated by senior management. As a part of the recognition program, it is essential that top performers be encouraged, and provided with the incentive to share best practices.
- Committed, disciplined coaching and development. Management works with all employees but focuses on those mid-level performers who meet objectives but have the potential to grow into high achievers.
- Fair but swift dismissal process for those employees who continue to underperform after a standard development cycle, or for those who have otherwise shown themselves as not being a good fit for a performance-oriented culture founded on achievement, teamwork, and collaboration.
Should you need assistance in developing and executing a strategy for a high-performance sales culture, if you are interested in a FREE CONSULTATION CLICK HERE!
