All companies want a healthy, successful sales force to drive revenue and growth. They may go under different titles such marketing, or business development, or CEO, but the end result is sales have to be made, the very heart of why an organisation exists.
Before you hire high achieving sales executives do you really understand your culture? Do a culture analysis to understand which type/style of culture your best CXO CMO Sales & Marketing Director. would succeed in. Culture is critical as it underpins achievement and gets business results.
Now the crucial part of a winning strategy in sales is to have the right culture which breeds success. And Sales Executives respond particularly well to great, performing cultures. While it may not be well understood, corporate culture is the hub or foundation of a successful business. Corporate culture is changeable, definitions vary or poorly described, culture can’t be measured, but behaviours can be observed, and cultures change with each new CEO. And, the fact is, even if you think you don’t have a corporate culture, that’s THE culture.
Sales Executives are a special group of high performing people because they need to have some special skills. These include, but not limited to, high resilience, we call that a thick skin, the ability to bounce back from failure, determination, indefatigable, highly developed communication skills, emotional and intellectual intelligence. Frequently, but not always, their Achilles heel is a weakness in spite of overall strength and exuberance, at
times their enthusiasm blinds them and they keep selling after the sale has already been made.
The question for sales execs then is, Do you understand what type/style of sales executive you are? Do you understand what motivates you and environment best suited for you to achieve. Because if you don’t, you’ll have a hard time achieving results you need. The business depends on your sales results!
Sales Leaders need to continually keep learning and remind themselves what works and what doesn’t. They need to develop greater self awareness and insight into their behaviours. And finally, they need to remind themselves what an amazing set of skills they possess and what amazing, wonderful and gifted people they are!