A generalized question looking into sales culture across the board of companies....
What do the highest achieving sales team work on collectively culturally that others do not do?
Appreciate the help.
Shifting Work Culture as a Sales Leader
10
Autonomy and great comp plan
nailed it.
Agreed. I’d add transparency, mutual accountability and collaboration (on new rep onboarding, product feedback, product resources, training, etc).
The most important thing for a high-performing team is trust.
People need to trust that others are doing the right things. Reps need to trust leadership to make decisions in their best interest. Leadership needs to give reps as much autonomy as is reasonable and trust them to execute properly.
A good way to demonstrate this trust is to look at how your forecasting process works. Is it disconnected, in spreasheets, with several different ways of representing data, so that reps always feel they are being inspected or called out about something (e.g. having a great quarter of closing but getting beat up on pipeline that's low due to said closing)
If your process has a single version of the truth and everyone is agreed on what expectations constitute 'good' performance, the trust level will be much higher.
Accountability and teamwork are both outputs of a high-trust environment.
People need to trust that others are doing the right things. Reps need to trust leadership to make decisions in their best interest. Leadership needs to give reps as much autonomy as is reasonable and trust them to execute properly.
A good way to demonstrate this trust is to look at how your forecasting process works. Is it disconnected, in spreasheets, with several different ways of representing data, so that reps always feel they are being inspected or called out about something (e.g. having a great quarter of closing but getting beat up on pipeline that's low due to said closing)
If your process has a single version of the truth and everyone is agreed on what expectations constitute 'good' performance, the trust level will be much higher.
Accountability and teamwork are both outputs of a high-trust environment.
I agree with this. If I trust my sales leadership, and they trust me, that builds a great culture. Sales reps will then do extra and support each other, and it benefits the entire org, and therefore the company.
Highly underrated take. Trust is like virginity... once you lose it... it's gone. Can't take it back no matter what you say or do.
leaders that lead and not fake leaders that micromanage everything.
Accountability and having a team mentality. The best orgs are willing to help each other which isn’t super common in sales
one thing I have seen on the best teams ive been apart of, is that everyone on the team knows what they need to have in a deal for it to close. (strong champion, good value prop, strong ROI ect).
Then they are always working on ways to solidify the pieces they dont have.
They also view the leader as an asset and not a task master.
Then they are always working on ways to solidify the pieces they dont have.
They also view the leader as an asset and not a task master.
Leaders hold their reps accountable for results. It's easier than you think. It's the one common denominator I've seen in every successful team I've worked on/with.
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