THE THREE ELEMENTS FOR A SALES TRANSFORMATION.
VISION, MISSION AND STRATEGY. What the salesforce believes is the central purpose of the department and how it intends to achieve that purpose over an extended time. This, at first, might seem obvious but in my travels, I’ve seen salespeople confused as to what is their primary function
SALES LEADERSHIP. Executive behaviour that encourages others to take needed actions. This includes perceptions of executive practices and values. On many an occasion I’ve asked a manager “How often do you travel with your people?” to receive “Not as often as I should” Which means they don’t. Or “How productive are your sales meetings?” and receive different responses from the manager and the salespeople.
CULTURE. ?"The way we do things around here." Culture is the collection of overt and covert rules, values, and principles that guide department behaviour and that have been strongly influenced by history, custom and practise. Some managers encourage their people others operate on fear, uncertainty and doubt. Some tell their people to sell more whereas another manager may analyse the input variables to discover possibilities and potential.
Obviously these three elements described above do not stand alone but are interdependent on and influence each other.
What about you?
Happy selling
Regards Gerald
3X5X7 – Building Better Business
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About Gerald Richards. Gerald is an international keynote speaker, trainer and coach specialising in selling, sales processes, negotiation, sales management and leadership.
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I help business owners create their own custom CRM applications.
5 个月Gerald Richards Thanks for highlights key elements for sales transformation. Key points: 1. Sales teams need a clear purpose and long-term goals. 2. Leaders should actively engage with their teams to guide and support them. 3. The team's culture shapes behavior; it can motivate or create fear depending on leadership style.