Here are the rules for developing more of a sales culture:
- The culture won’t change on its own.
- The culture won’t change without someone in management driving that change.
- The culture won’t change without identifying the people who should participate.
- The culture won’t change without simple, basic expectations.
- The culture won’t change without showing them how to do what they need to do to meet the expectations.
- The culture won’t change without training them with the necessary skills to provide them some ability and confidence.
- The culture won’t change without coaching.
- The culture won’t change without getting outside expert advice.
- The culture won’t change unless there is an early emphasis on low-risk concepts like cross-selling, up-selling, calling inactive customers/clients, and trolling for referrals.
- The culture won’t change unless management holds everyone accountable.