In the last blog article, I discussed how the Global Workforce Study on workforce culture reported the highest level of employee dissatisfaction in the study’s 23 year history. Employee dissatisfaction can be especially damaging to a company’s sales culture, threatening client relationships and overall company growth. There are many companies that have compelling products and services and good people to sell them, but have a weak culture that undermines performance. Understanding your sales culture is required in order to determine what changes are needed to make a team more effective. The first step is to determine the drivers of a company sales culture, and the threats to its effectiveness. What is Culture? Before we dive too far into the drivers of a sales culture it’s important to understand what culture is and how it impacts team productivity. Company culture can be described as a set of unwritten rules that determine employee behavior and decision making. Culture determines what is appropriate and inappropriate for interactions between employees, their managers, and clients. Measuring the impact of an effective culture is very difficult, but anyone who has witnessed both high performance and low performance organizations understands its impact on company effectiveness. Internal Drivers … Read More
