Action Catalyst Blog

Southwestern Consulting – 5 Changes to Create a Sales Culture

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At Southwestern Consulting we often tell clients that what we really do is help you create a sales culture. Many of our clients know they need to create a more sales-focused environment to foster organic growth for the company. Our systems, processes and methodologies are designed to do exactly that. In short here are 5 common changes we find that companies need to make to create a stronger sales culture:

1.  Change the way you talk about the sales staff – Unfortunately in many companies the salespeople are viewed as the low end of the food chain. In reality, there is no business without a sale. Hold up your sales achievers with reverence and respect. That starts with the way the people at the top talk about and promote the sales team.

2.  Modify the compensation structure – One of the ways we save our clients money often is by altering the compensation structure.  People do what they are incentivized to do. Commission incentivizes hunting, activity, and new business. Salaries incentivize farming, maintenance and customer service. Most clients we work with save money in fixed costs (salaries) and then their top people earn more money than ever before in commissions. Win win.

3.  Provide public recognition – It’s hard to be a salesperson. Everyday we get beat up with rejection, fear, and battle overcoming even our own self-doubt. If you want better performing salespeople then you need to create an environment where you celebrate the heroes of every day battle.

4.  Implement more training for salespeople – What you spend time training on is what you are communicating is important. Most companies spend 95% of their time on product knowledge and industry information and next to no time training their salespeople on how to be better salespeople. Get them training, coaches, or at least access to a library of sales training and motivational material.

5.  Leadership by example – You need stem-winders to pave the path. Get your supervisors and leaders on the phone, in the field, and involved in selling presentations. Knowing that the leaders care enough about sales to get involved personally speaks much louder than anything you could ever say.

If you need more help, talk to us!

 

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