Is Your Culture Profitable?
Todd Cohen, CSP - Keynote Speaker.
??Organizational Keynote Speaker, 4x Author. YouTuber???? |"Everyone's in Sales" ?? | The Power of a Company Sales Mindset ?? | youtube.com/@SalesCulture | Sales Culture is NOT Sales Training.
The Undeniable Merger of Business Culture and the Bottom Line.
It's important to acknowledge that we are all involved in some form of sales. Stop shutting down when you hear it. I'm about to provide you with the key to securing your organization's future, allowing you to move from "status quo to status grow"
Organizational culture
This article will explore how your organization's culture impacts your bottom line and how a sales mindset
Understanding the Link Between Culture and Profit
To appreciate the financial implications of culture, we need to start by examining studies that underscore the connection. For example, a global survey by Bain & Company found that organizations with a strong, positive culture experience significant benefits, including better financial performance and customer satisfaction
Make sense?? Of course, it does.? One doesn’t need a bazillion-dollar consultant study to say what I have been saying for years: when people see and feel HOW what they do matters and HOW they have the influence of a customer's decision to say “yes,” your company does better. This only starts the conversation. ?The evidence is everywhere.— A strong company culture correlates with higher revenue growth, stock price, and shareholder returns. The reason is simple: culture shapes behavior. It influences how employees think and act, driving the decisions that ultimately determine the company’s financial health.
If they think that sales is a bad thing or someone else's job, you lose the advantage and a powerful competitive edge.
Crafting a Culture That Counts
Creating a culture of profitability doesn't mean abandoning your values in pursuit of numbers, but it does require a strategic approach. It begins with deeply understanding your organization's most fundamental beliefs and behaviors and determining whether they align with financial success. If not, changes may be in order.
A profitable sales culture isn't about bean bags and free food; it's about formulating and reinforcing behaviors that drive your specific business objectives. (gasp, there is said it again…” sales”)
Key Elements of a Profitable Culture
A culture that contributes to the bottom line is one that's intentional, inclusive, and invested in growth. Here's what that looks like in practice:
Everyone either has a sales or a silo mindset.? Yes, I said sales again – get over it.? When every employee sees HOW her work and brilliance has an impact on the company, they get excited and repeat that behavior repeatedly.
Alignment with Strategy
Your culture should not be an afterthought but a strategic tool that reinforces your business goals and differentiators. Whether it's a focus on quality, cost-effectiveness, or customer service, your culture should amplify the behaviors that support these objectives.
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Highly engaged employees are more productive, innovative, and likely to champion the organization. An engaging culture values and encourages staff at all levels, fostering a sense of belonging and purpose that translates into results.
A culture that evolves with the changing market can keep your company ahead of trends. This means being open to new ideas, encouraging risk-taking, and maintaining agility in decision-making.
A culture of profitability doesn't settle for 'good enough'. It strives for continuous improvement and innovation, learning from successes and failures alike.
Leadership ( is a mindset, not a title)
Leaders set the tone for the culture. A profitable culture requires leaders who act as role models, embodying and promoting the values and behaviors contributing to the company's success. Leaders are bridge builders, and they connect the dots between individual mindset and results.
Metrics and Accountability
What gets measured gets done. Implementing metrics around culture and holding individuals accountable for cultural alignment reinforces its importance within the organization.
Overcoming Challenges
Building and sustaining a profitable sales culture is not without its challenges. Organizational inertia, change resistance, and skepticism can all impede the process. It's important to approach cultural change with patience, transparency, and inclusivity. Involving employees in the process and communicating the 'why' behind changes can make all the difference.
Todd Cohen, CSP, has inspired and motivated audiences for exactly16.3 years, teaching them to sell themselves to achieve goals and incredible success. His sales culture programs are in demand from audiences from every background. Delivering approximately 90 appearances every year worldwide, Todd leaves people?with a story to tell and feeling great about themselves!
Todd has just released his third book, "Mastering the Sales Mindset." and has a fourth in gestation...."From Status Quo to Status Grow"
Tell the Brand Story only you can tell--it's your unassailable competitive advantage. STORIES THAT WORK taps the power of story tools to build leading brands and compelling digital content that rev up topline sales.
1 年Good post Todd. Culture is demonstrated in action, not by accident. And actions (behaviors) spring from beliefs and values--which work best when they are elicited from everyone--as Todd preaches--literally everyone. Every person in your org should be able to tell a personal story of the corp values in action.
Founder Director TalentLab?- People Growth, Culture Hacker & Change master. Independent board member/advisor, best seller co-author: Lead like a woman
1 年Creating a positive company culture is key in driving profits. Let's break free from sales stereotypes and foster a success-driven environment! ????
Keynote speaker ?? and best-selling author ?? helping people strengthen the human connection in business.
1 年Thanks Todd Cohen - Energizing the ENTIRE Organization. for highlighting the great importance of building a strong culture in organizations - it's not just a good idea, it's also good for business. As the famous quote from legendary management consultant and writer Peter Drucker says “Culture eats strategy for breakfast." I'm sure he he didn’t mean that strategy was unimportant – rather that building a powerful and empowering culture was critical to organizational success. As a brand marketer, having everyone aligned on the story of their organization and building the culture around it, creates a sense of belonging that invariably has an impact on the company's bottom line.
Labor and Employment Litigator - Partner ?? Keynote and Breakout Speaker ?? Training Evangelist ?? Counseling ?? Negotiations ??The Employment Law Translator?
1 年This is so spot on Todd! Culture of an organization touches on every aspect of the work each employee does in an organization. Carefully managing culture for all that an organization does directly correlates to overall success no matter how you define ROI. Every time I speak in front of an audience that is a part of my message to everyone. Thank you for highlighting this critical piece of organizational success.