Building a Sales Culture - 10 Rules for Success

Here are the rules for developing more of a sales culture:

  1. The culture won’t change on its own. 
  2. The culture won’t change without someone in management driving that change. 
  3. The culture won’t change without identifying the people who should participate. 
  4. The culture won’t change without simple, basic expectations. 
  5. The culture won’t change without showing them how to do what they need to do to meet the expectations. 
  6. The culture won’t change without training them with the necessary skills to provide them some ability and confidence. 
  7. The culture won’t change without coaching. 
  8. The culture won’t change without getting outside expert advice. 
  9. 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. 
  10. The culture won’t change unless management holds everyone accountable.