These days, many organizations have set out to create the perfect company culture. Everyone seeks that perfect balance between work and enjoyment that keeps employees happy, attracts top talent and maintains high retention rates. Achieving this, of course, is easier said than done, especially when “culture” is such a broad, loosely defined word. Nevertheless, creating that ideal workplace identity is key to a successful sales team.
The first step to creating a positive sales culture is understanding what it means. According to Insight Squared, culture is the personality of a company, formed by a combination of its values, beliefs and behaviors. If your company is experiencing low productivity, tension among sales reps, high turnover rates or overall negative attitudes, chances are your company culture needs a makeover.
Sales Loft emphasized that a sales team’s productivity is based on more than a set quota and strong compensation plan. It is really about creating an environment that promotes success.
Key ingredients of a positive sales culture
Constant communication is key to a successful sales culture. Doug Dvorak, CEO of The Sales Coaching Institute, emphasized on Business.com the need for managers to hold weekly or even daily meetings so everyone is up to date about what’s going on throughout the team.
“Compensation management software is a great way for employees to track their own progress.”
These meetings should involve setting goals. Dvorak said sales reps need to share their personal goals so they can discuss their progress every week and seek out feedback. Teams should set group goals as well because group goals promote teamwork and camaraderie. Dvorak suggested setting up a public goal board that displays both group and individual goals and also how everything will contribute toward the overall success of the organization.
Once goals are set, compensation management software is a great way for employees to track their own progress. On a personalized, easy-to-use dashboard, employees can track successes and failures across a number of metrics and arrive at goal-setting meetings knowing exactly how they’re doing and what they need to do in the future.
According to Sales Loft, companies who hire passionate, dedicated sales reps have more positive company cultures. When one person has a negative attitude, he can bring down an entire team. Making sure every sales rep on your team is determined, hard-working and out to succeed will boost group morale. Take your time when hiring. If you have realized someone isn’t going to cut it, fire them right away; don’t let their negativity or poor performance seep into the group dynamic. Dvorak said team-building exercises are another great way to improve your sales culture. These exercises will foster stronger communication among team members and make them more open to working together.
Insight Squared also suggested introducing a healthy dose of competition into your sales team. Don’t do anything that will lead to real tension, but something low stakes that is just for fun could increase motivation and make employees more excited to come to work.
Sales Loft and Dvorak both emphasized the need to provide the right tools to your employees. Employees will become easily frustrated if they are being edged out by competition because they don’t have the right technology.
Overall, anything that makes employees feel more valued and supported will contribute to a better sales culture.