5 Ways to Build a Sales Culture that Drives Success
The sales culture at your company determines your organizational success at modern sales.
This includes elements such as how productive salespeople are, how much they sell, how long they’re retained as employees, and how engaged they are with the overall mission of the organization.
In this article, I’ll talk about what sales culture is, and give you 5 keys of how to create a good culture in an organization that has given us great results at Vengreso.
What is Sales Culture?
Sales culture has to do with the sales mindset, attitude, and behaviors of an organization that will affect everything from the relationship between team members to the interactions with prospects and customers.
At Vengreso, we have a term to describe the people that contribute to Vengreso’s success. A Vengresonian is a person who focuses on the end-customer experience and happy customers. It’s someone that blazes a trail to guide others. Now, doesn’t that sound a bit like company culture?
It all starts when new team members join the company and attend our Virtual Receiving Lines (VRL), where they are welcomed by everybody in the company with a virtual high-five and some words of wisdom. Take a peek into one of our VRLs in this short video:
Employee recognition is also a vital part of a great sales culture. The video below is the #VengresoLife 2nd Quarterly Awards and Recognition Event from July 2019. You’ll be introduced to some of our team members as the boss man, Vengreso CEO Mario Martinez, Jr., acknowledges them for their efforts. You’ll also hear more about what a Vengresonian is and see a bit of our sales culture in action.
5 Elements of a Sales Culture that Drives Success
A results-driven, high performance culture won’t manifest itself overnight, especially without some work. Here are five unique elements we strive to embody at Vengreso that you can use as a blueprint at your business.
1. Guide Your Clients – Sales forces will go further when they make the customer the hero instead of the solution they’re selling. Teach every sales rep to unite with clients and lead them on a path to find the answer to their problem or question. Don’t just shove your product down their throat because you know it’s what they need.
2. Celebrate Each Other – One great thing you can do as a sales leader is to recognize your sales department for their performance metrics and promote people internally, therefore creating a healthy competition. Humans value being appreciated, so give awards similar to the ones distributed in the video above.
They don’t have to be all about sales representatives achieving quota either or other sales activities. Two of our awards in the video above were the Very Important Person Award (VIP Award) and the Grace Under Pressure Award (GUP Award). Create some awards of your own that work for your organization.
3. Share Your Plan – Let your team know where the company is heading and why everyone is essential to achieving those goals. It takes the humdrum repetition out of daily tasks, and people are often more motivated when they understand how their efforts contribute to a specific purpose.
4. Allow Freedom – Give your sales team the freedom to make the sales process their own. Yes, you’ll want to share your plan and objectives and provide guidance and training, but let each team member make the process their own. You never know, they may come up with a better way!
5. Have Fun! – Forbes reported that happy people are up to 20% more productive than their unhappy counterparts. Even though Vengreso is a virtual company, we are still able to have fun during our remote meetings. In the video above, you’ll hear everyone joking and chuckling amongst one another.
Some industries are a bit drier than others, but that doesn’t mean that people can’t have fun and enjoy a positive sales culture. Get excited about what you’re doing and your team will too.No. 5: Have fun! Some industries are a bit drier than others, but that doesn't mean that people can't have fun. Get excited about what you're doing and your #sales team will too. #B2BSales #DigitalSellingClick To Tweet
How do you Promote Sales Culture in your Organization?
We would love to hear your ideas on promoting a winning sales culture at your company, whether you are a sales manager or a salesperson. Please share your thoughts and ideas in the comments below.
For some same culture ideas, listen to this interview with Mike Volpe, CEO of Lola.com, in The Modern Selling Podcast.
Leverage Digital Sales to Improve Your Sales Culture
While culture is an important aspect of a successful sales team, it is only one ingredient in the recipe for success. Many other elements are required, especially starting a digital sales transformation to connect with the modern buyer.
Learn more about our 10 Steps to Launching a Digital Sales Program to find out how to develop some team member skills and ignite behavioral change and measurable outcomes at your sales organization. Digital selling should be an integral part of your sales strategy, along with continuous learning.
And be sure to check out our sales manager tips for leading in a virtual world!