What is your company’s sales culture or environment? Can that question be answered quickly and articulated consistently across your organization? The foundation for creating a clearly defined sales environment begins with the leadership – how they set sales standards and then demonstrate, communicate and inspect accountability to those standards. What sales standards do you set and communicate? Are they extraordinary? If we followed you around for 30 days, what would we observe about your actions and interactions with your team? What would we discover about the personal accountability of each individual in your organization and about their standards as a sales team? Do your salespeople make excuses? Do they blame the economy, the competition, or the company for their failures? Do they complain about the lack of support, technology, training, or products and services?
Here’s the litmus test, provided by Tony Cole, President & CEO, Anthony Cole Training Group