Most successful small and mid-sized businesses possess a strong sales culture that permeates throughout the organization. It certainly makes sense, as without customers you don’t have much of a business, let alone a successful one.
Strong sales cultures start at the top and require more than simply a sales team that sells; it is imperative that the entire organization possess what can be referred to as a “sales mentality.” But what else does it take to embrace a Sales Culture? Truly, it is all about creating an exceptional customer experience.
Fulfillment. Deliver what you say you will deliver, on time and on budget.
Account management. Develop strong, lasting relationships with your customers so that you set yourself up for upsell and cross-sell opportunities.
Solve problems quickly! If someone has an issue with your product or service, take care of it right away. You want to ensure that they come back, buy more and refer other customers your way.
Your sales culture also needs to extend to your back-office personnel, even those who might not interact with customers regularly. Create ways for your team to be inspired and motivated to innovate in ways that will benefit your customers — and ultimately your company.
In short, while your sales team carries much of the load, your entire team needs to have a sales culture mentality and do whatever they can to help the sales team become wildly successful. Let me know how you create and maintain a sales culture within your organization.
By Blair Koch