10 Reasons Why Corporate Culture Determines Sales Success

Corporate culture and sales.

Is there a connection?

Here are some observations about corporate culture and sales:

1. Culture is important because it contextualizes your offer: Your corporate culture and attitudes affects the way you learn to use your product or service as a value creator for your prospects.
2. Culture is important because it sends out a salesperson with a certain perspective: Is your sales team selling out of fear for their jobs or empowerment to make a different?
3. Culture is important because it tends to drive attitudes: What attitudes and outlooks does your sales culture generate in the sales (and service) staff? Are you a pleasant group of people?
4. Culture is important because it creates a mission for the salesperson beyond merely getting a commission:  Corporate culture can reach beyond the specific business that you are in. If done right, your business can be a piece of the overall change your company wants to create in the community.
5. Culture is important because it provides a place where a person can be trained:  Does your culture assume everybody will figure it out on their own?
6. Culture is important because it gives core values: Core values will be created whether by intention or not. Why not identify and commit to these values with intention?
7. Culture is important because a salesperson without a strong culture is just a vendor: Bad corporate culture leads to a sales force that competes on price and, thus, becomes a vendor force.
8. Culture is important because support is vital to people who get rejected on the regular: Salespersons endure their share of rejection. Quality culture can reset your mindset, realigning and refocusing on mission and core values, offering opportunities to learn why the deal was lost, and empowering you to get out there and give it another shot.
9. Culture is important because quality culture means there’s a good sales process: Left to your own devices, you’ll not follow a sales process – at least when you’re new in sales. Good culture provides a proven process.
10. Culture is important because selling something is also an invitation into an organization: Do you want to invite your client to be a part of your organization?

What would you add? What would you remove?