Sales culture has a large impact on any organization. A quality sales culture that is adopted
by every individual within an organization creates efficient practices and consistent results.
Sales leaders and upper management must understand that people are inherently resistant to
change. New practices must be introduced over time to ease transition and ensure their new
envisioned culture is accepted within the organization.
Creating a Quality Sales Culture
Sales Leadership in Action Group
Change is a process, not a destination. Everyone desires the best, but it is the way you get
there that is important. A quality sales culture is no accident. Everybody wants a better sales
culture, but simply envisioning what a quality sales culture could be does not guarantee that
everyone will buy in at the same rate. Sales leaders must recognize that the path to creating a
culture is even more important than the end result.
Bottom Line & Business Impact:
© 2010 SLiA Group Inc., sliagroup.com
Lay of the LandCulture Influences the Organization
Sales culture encompasses the thoughts, feelings, and attitudes that employees have about
the environment they work in. A positive, nurturing sales culture makes a world of
difference within sales organizations. Sales leaders who have the ability to create desirable
atmospheres for their sales teams have one commonality: passion.
New hires tend to perceive companies based on their relationship with the sales leader as
they join a company. Research shows that approximately two-thirds of the time a strong
rep leaves an organization, it is due to a breakdown in the relationship they have with their
sales leader. This is a result of sales leaders failing to see the value in putting an effort
towards developing a sales culture. Sales leaders need to understand they are responsible
for creating culture, and culture is a key driver of performance. Culture is created,
developed, and shaped from the top down. However, sales cultures are e