Culture Sells

It never hurts to ask... The critical importance of asking questions of your team! Elevate Your People. Elevate Your Sales. https://lnkd.in/g8WrHV5y

Coach Right. Have you ever had one of your direct reports promoted to become your peer? If you have not, I can tell you that there is no feeling like it in the world. I am sure that I have caused concern when being interviewed and asked about my proudest moments, since I actually become visibly emotional when I discuss this. I vividly remember the first time I was at a Manager's Meeting and looked across the table at two of my team members who were there for their first time...I cannot even describe it! To know how good they felt about themselves, to know that they were going to bring even more value to the organization, and to know that I had, in some small way, helped them and their families was life-changing for me. This is what happens when you have the right people and coach them in a way that brings out their best and improves their areas of development. I hold that vision in my mind and bring it to every coaching session I have. Knowing what victory looks like will drive you to work harder - especially if you are motivated by helping people. ? Elevate Your People. Elevate Your Sales.

Elevate Your People. Elevate Your Sales. If your organization has a field sales force and you’re responsible for its performance, you should read this. * Are sales results below where you need them to be, either as a whole or for individual team members? * Are your managers and other sales leaders part of the challenge you're having? * Is there something wrong, but you just can't put your finger on it? If you answered Yes to any of these questions, Culture Sells can help. Elevate your people. Elevate your sales. There are countless factors that can hamper, hinder or outright hobble a sales team as they take your company’s message out to prospects and customers. Sometimes a plan looks good on paper but just doesn’t play out that way. * Do your salespeople believe in the story they have to sell? * Are they bringing that story to life for their audiences? * Do they feel supported by the company? * Are they receiving consistent quality coaching delivered with integrity and good intentions? * Do they look forward to having their manager out in the field with them? * Are you hiring the right people into the sales role? * Do they have access to the information they need to provide enduring value to customers? If you answered No to any of these questions, Culture Sells can help. And while this may sound overly sympathetic towards the salesperson, it really isn’t. By working through these issues, and confirming that these core needs are being met, your organization will be better equipped to change out sales talent where and when needed, rather than in a haphazard and reactive manner. Less negative attrition and a better success rate when hiring. More consistency in the eyes of the customer. Fewer recruiting and training dollars wasted. Improved sales results. Elevate your people. Elevate your sales. I’ve been leading sales teams since 1997 and have consistently created a culture in which my team members can thrive and excel. I’ve known where to push and where not to; when to be tough and when to provide support. How to deliver meaningful feedback, whether positive or negative, in a manner that will achieve the desired outcome. Ways to help them package and express their sales messages in a manner that drives prospects and customers to action. I can help you, your managers and your sales representatives do the same. Elevate your people. Elevate your sales. If your sales force isn’t achieving the level of success that you need them to, talk to me. I guarantee that it will be worth your time.

Coach Right. After sales calls with your team members, ask them questions about how they think it went rather than just telling them what you think. In my experience, they are tougher on themselves than you would be, which puts you in a position to point out where they did well. This turns the post-call review into a positive two-way conversation and not just you downloading a critique on them. You will both feel better about the interaction, and more importantly, they will be able to self-evaluate their sales calls when you're not with them, which is the majority of the time. Elevate Your People. Elevate Your Sales.

Coach Right. I once read that the vast majority of sales reps feel worse after a work session with their manager than they did beforehand. That statistic has stayed with me for over 20 years, and I never wanted it to be the case with me and my team members. Before you go out for a ride-along with one of your field salespeople, ask them how you can be of greatest value during your time together. Their input and your willingness to be responsive to their needs will change the dynamic of the interaction into a mutually beneficial experience and they'll look at you as a resource rather than just a "manager". Elevate Your People. Elevate Your Sales.

Hire Right. When you have a new hire starting with your organization, make their first days and weeks extra special. Celebrate them the way you would celebrate landing a big account and keep them feeling like they've just made an excellent career decision! First days should not be frustrating - they should be validating, invigorating, and affirmative. No confusing direction, no missing equipment/resources, no jacked-up passwords, etc. Plan your onboarding impeccably so that you can keep the honeymoon going for as long as possible! Elevate Your People. Elevate Your Sales.

Hire Right. Be sure that everyone who will be interviewing candidates has been trained on proper techniques and methods to conduct productive and insightful interviews. Every question should have a purpose and follow up questions are imperative. Never start an interview with the old "walk me through your resume" request since that will eat up a ton of time with minimal value. Interviewers should have thoroughly reviewed the candidate's CV beforehand and made notes of where they want more detail on responsibilities, accomplishments, promotions, awards, etc. This will streamline your process, enable better decision-making, and show the candidate that you respect their time. Elevate Your People. Elevate Your Sales.

Train Right. Make sure you give your field salespeople comprehensive, well-balanced training that reflects not only all that your products/services can provide to customers, but also the real-world objections they'll encounter after training. No one likes to get blindsided, and your new sales reps only get one chance to make an amazing first impression. Plus, making sure your people feel successful is a great way to keep them engaged with and loyal to your organization! Elevate Your People. Elevate Your Sales.

Coach Right. Before you conduct a coaching session with one of your direct reports, make sure that you clear your mind of whatever personal and work-related baggage you're carrying around. Your team members deserve objective, caring, and agenda-free coaching in order to advance their career goals, feel connected to their work, and help you meet your objectives. Elevate Your People. Elevate Your Sales.

Hire Right. When a candidate you've interviewed sends you a thank you email, take 30 seconds to respond to them...even if you don't plan on moving them forward or hiring them. This way they know you've received their message, and you demonstrate basic common courtesy. Elevate Your People. Elevate Your Sales. Hire Right. Train Right. Coach Right.