Sales Team Culture

Monday, July 8 2024

sales team culture
In today’s marketplace a great product or service alone isn’t enough. So, success requires managers to cultivate a sustainable, strong, and vibrant sales team. Over 40 years of training salespeople has taught us that the top three factors influencing the development of a positive, amicable and respectful culture found in a successful sales team culture include:

  • Mutual trust
  • Clear expectations
  • Managerial support

It is a manager’s responsibility to observe the team’s behaviours, communication, and mindset. Does something need to change?  Ask your team for input and make a list, because the amount of feedback you receive may depend on how everyone is feeling: if you elicit little feedback, this may be a sign that things are starting to deteriorate, or are already off the rails. You may need to consider a survey that provides anonymous feedback.

Build Trust

Creating a positive culture begins and ends with trust, because it is the foundation of strong relationships and successful businesses. Trust is earned by doing what you say you’re going to do. We have all seen examples of CEOs called out for the “do as I say, not as I do” approach.

Sales Team Culture

An employer was acquired by a larger company. I met with my sales manager and the new VP Sales.  At the end of the interview I had only one question, “Is my manager coming too?”  The answer was yes, so that was good enough for me. I was willing to power ahead, knowing that he would have my back as we started on the new journey.

Clarify Expectations

Clear expectations are our road map. So, create goals together, with incremental ones to stay on track toward big goals. Then, measure and evaluate outcomes and course correct together when needed.  Celebrate when a goal is achieved.

Coach for Success

Let your team know that you’ll be implementing one-on-one coaching with each member of the team as an additional level of support, then start by asking how they are doing and what are they feeling good about.  Do not start discussing sales numbers unless they do. This is about the person, not the position. Coaching is the forum where you get to know them on a deeper level.

Be honest with yourself about what needs to change, then be willing to accept feedback.  It will be worth it.

Explore our Pure Selling Skills survey to learn more.