create a team of hungry sales hunters: a 5-point checklist to an assertive sales culture

Create a Team of Hungry Sales Hunters: A 5-Point Checklist to an Assertive Sales Culture

Fact:Your business has a culture.

Your prospects see it.

Your clients see it.

Your employees and colleagues see it.

Peter Drucker

“Culture eats strategy for breakfast.”

Management consultant, educator, and author

Question:What do you think your business culture is?Is it….

A “survival of the fittest” culture?

A precise, results-based culture?

A disciplinarian culture?

An “anything goes” culture?

Hint:A business development culture is not...

“I want to sell more stuff!”

Answer:A business development culture is...

...a commitment to actively seeking out new clients.

...a functioning sales regime with dedicated staff and specific sales processes.

...a belief in sales as a profession that should be practiced, refined, and improved.

Question:What can you do to create a positive sales culture at your business?

Answer:Follow this 5-point checklist...

1. Sales as a Profession

Do you view sales as a profession or a job?

How do you think other people view sales?

Do you consider your employees a cost or an investment?

Do your superiors and colleagues consider you a cost or an investment?

What’s the difference between a profession and a job? What’s the difference between a cost and an

investment?

Discussion

2. Define Your Target

To create a positive sales culture...

...determine which prospects to target.

Who are your current clients?

What are their demographic and psychographic characteristics?

Do a few of those current clients account for a disproportionate part of your income?

Your clients are former prospects who decided to buy from you. Use

your current client list as a blueprint for your prospecting activities.

Wise Guys Tip

3. Make a Plan

To create a positive sales culture......develop a strategy and a process for pursuing prospects and turning

them into clients.

What are your sales channels?

How did you acquire your current clients?

Understand how you excel at generating business (cold calling, email marketing, referrals), and

replicate those strategies.

Wise Guys Tip

4. Assemble the Right Team

To create a positive sales culture...

...put the right people in the right roles, and help

them execute.

Who is responsible for new business development?

How much business is generated from new clients vs. current clients?

Does your commission rate vary for new clients vs. repeat business?

Make sure you, your colleagues, and your employees all understand your business goals.

Reward your team members (e.g., salary, bonuses, commissions) when they contribute

to achieving those goals.

Wise Guys Tip

5. Practice, Refine, Improve, and Repeat

To create a positive sales culture......work continuously to improve your strategies, processes, and

execution.

Do you hold regular sales meetings?

Do you or your team members attend sales training?

Do you role play?

Do you use biz-dev tools or software?

Commit to role playing. It requires no additional investment, it leads to tangible improvement, and

the more you do it, the more comfortable your team will be with the format.

Wise Guys Tip

Fact (again):Your business has a culture.

Do you want to leave your business culture

up to chance?

● define your target market● focus on your biz-dev strengths● create clear roles for your team● improve your process through education,

communication, and support● reinforce that sales isn’t just a job—it’s a

profession

Or do you want to create the sales culture you want and need by committing to:

Create a Team of Hungry Sales Hunters: A 5-Point Checklist to an Assertive Sales Culture

© Business Wise Inc. 2014

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