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Yet, one simple "rule of business" remains constant. Your organization's ability to execute is the ultimate determinant of your success. And, when it comes to effective execution your potential roadblocks are many.
At Ford Business Consulting, our specialty is helping organizations overcome obstacles to superior execution by tuning the human system to support the business strategy.read more...
At Ford Business Consulting, our specialty is helping organizations overcome obstacles to superior execution by tuning the human system to support the business strategy.read more...
Sales culture - Play a bigger game
Bill Caskey's holiday blog took on the issue of sales reps who are too focused on themselves to really engage with the client.
I think he's right on target. Here's what baffles me. Why is it that many sales managers who "get" that their reps need to focus on the customer, not their own needs still foster cultures in their own sales organization where "it's all about me" is the norm? It's all about MY commission, MY territory, MY deal. If they expect their reps to have a bigger view in the field, they need to build a culture with a bigger view.
One of my current clients (VP of sales in a tech company) has a good spin on this. Whenever he sends out emails to the field, there is almost always something about doing for others. A report on a sales rep who volunteers in a local school or an invitation to participate in a "Hands on Housing" type initiative, etc. These little reminders don't take much time or airspace but they do counteract the standard sales culture of "it's all about me." They let sales reps know that the boss plays a bigger game and expects them to join him in that bigger game.
Sales leaders and exec's need to find more ways to help sales reps hold a bigger view of their job. Then it's easier to remember that the sales call is all about the prospect and escape from the ego driven "it's all about me" mindset.
How do you encourage folks in your organization to get outside their own needs and play a bigger game? Post your ideas and comments here.
Linda Ford, PhD
I think he's right on target. Here's what baffles me. Why is it that many sales managers who "get" that their reps need to focus on the customer, not their own needs still foster cultures in their own sales organization where "it's all about me" is the norm? It's all about MY commission, MY territory, MY deal. If they expect their reps to have a bigger view in the field, they need to build a culture with a bigger view.
One of my current clients (VP of sales in a tech company) has a good spin on this. Whenever he sends out emails to the field, there is almost always something about doing for others. A report on a sales rep who volunteers in a local school or an invitation to participate in a "Hands on Housing" type initiative, etc. These little reminders don't take much time or airspace but they do counteract the standard sales culture of "it's all about me." They let sales reps know that the boss plays a bigger game and expects them to join him in that bigger game.
Sales leaders and exec's need to find more ways to help sales reps hold a bigger view of their job. Then it's easier to remember that the sales call is all about the prospect and escape from the ego driven "it's all about me" mindset.
How do you encourage folks in your organization to get outside their own needs and play a bigger game? Post your ideas and comments here.
Linda Ford, PhD
Labels: corporate culture, sales