Sales Success Step 1: STRONG SALES CULTURE
April 20, 2008
Big business who sell well embrace a sales culture. It is evident from the leadership that winning and keeping customers is important. Sales is not a “function” or a department with “CARE - Customers Are Really Everything” signs. Leaders in these businesses make it their business to keep in touch with customers, to personally engage on the big deals, and to assist the sales people with practical insights or support.
As a result big business often have the edge over smaller to medium sized businesses by having invested in multi-level relationships with a client over a long time. The value of this can be as simple as a phone call to suggest an account is at risk, or to smooth over a service failure, and even a nudge that a pencil should be sharpened on pricing.
Best practice sales organisations recognise that the role of the organisation is to support the sale. As a result there is a high level of alignment with marketing, and a genuine lack of “us” and “them” between sales and other functions.
