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7 disciplines of effective sales culture

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Intentionally creating a culture around sales-focused behaviors is imperative for sales organizations. We see many insurance agencies that need to find some of this discipline.

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7 disciplines of effective sales culture

  1. 1. 7   D  I  S  C  I  P  L  I  N  E  S   of  an  effec)ve  sales  culture  
  2. 2. 2  GOALS   -­‐  keep  what  you  have   -­‐  get  what  you  don’t  
  3. 3. A sale is a result! .  .  .  so  is  a  retained  account  
  4. 4. Own  the  ACTIONS   that  create  a  culture   of    PREDICTABLE   results  
  5. 5. It’s  not  resources  but   resourcefulness  that   ul?mately  makes  the   difference.                                            -­‐  Tony  Robbins  
  6. 6. à Decisions and Actions DETERMINE   destiny
  7. 7. Will  you  .  .  .     own  the  ac)ons?  
  8. 8. ACTIONS   How!
  9. 9. Self-Assess! What  is   today’s   REALITY?   What  is   tomorrow’s   VISION?   What  is  the   FIRST   Step?  
  10. 10. COACH! In  the  moment  &   frequently   Today’s   REALITY   Tomorrow’s   VISION   FIRST   Step  
  11. 11. 5  Min/Week   58%  of  managers  think  they  provide  enough   coaching,  YET   65%  of  employees  want  MORE  coaching   No  coaching  =  2%  of  staff  are  engaged     Coached  to  Weaknesses  =  20X  more  engaged  |  Strengths  =  30X   Today’s   REALITY   Tomorrow’s   VISION   FIRST   Step  
  12. 12. Know what matters! Measure  what  you  can;   Discuss  what  you  can’t   Today’s   REALITY   Tomorrow’s   VISION   FIRST   Step  
  13. 13. Define:   • Results  (&  Consequences)   • Driving  Behaviors   • What  to  Measure|  Discuss   • What  Employees  Self-­‐Report   Today’s   REALITY   Tomorrow’s   VISION   FIRST   Step  
  14. 14. Prepare! &! Debrief! TOGETHER! Today’s   REALITY   Tomorrow’s   VISION   FIRST   Step  
  15. 15. Create  Account   Strategy  Plans   -­‐  Know  client  vision,  goals,  industry   challenges,  compe))ve  landscape   Review  Game  Film    -­‐  Whether  you  Win  or  Lose   Today’s   REALITY   Tomorrow’s   VISION   FIRST   Step  
  16. 16. Feed the Tigers! Tend the Sheep! Shoot the Dogs! Today’s   REALITY   Tomorrow’s   VISION   FIRST   Step  
  17. 17. GO  • Praise  your  high  performers   • Challenge  your  average  performers   • Counsel  your  underperformers   Today’s   REALITY   Tomorrow’s   VISION   FIRST   Step   All Contribute (or leave)!
  18. 18. Create a Theme! Today’s   REALITY   Tomorrow’s   VISION   FIRST   Step  
  19. 19. Give  your  goals  an   iden?ty   An  emo)onal  reminder  of  WHY   Emo)on  drives  Ac)on   Today’s   REALITY   Tomorrow’s   VISION   FIRST   Step  
  20. 20. Celebrate! Today’s   REALITY   Tomorrow’s   VISION   FIRST   Step  
  21. 21. Celebrate   EVERYTHING  that   really  maUers   Today’s   REALITY   Tomorrow’s   VISION   FIRST   Step  
  22. 22. Master a Sales (results) Process! Today’s   REALITY   Tomorrow’s   VISION   FIRST   Step  
  23. 23. 1.  Marke)ng  1st  step  of  selling   2.  Fill  Pipeline  Make  contact   3.  Document  Info  about  prospect   4.  ID  Needs  How  will  you  implement?   5.  Selling  Steps  Define  convos/mtgs   Today’s   REALITY   Tomorrow’s   VISION   FIRST   Step  
  24. 24. If you can’t describe what you are doing as a PROCESS, you don’t know what you’re doing. - W. Edwards Deming
  25. 25. Decide   Environment   Discipline   Assess   Plan   Execute   Own the Actions!
  26. 26. Excuses!
  27. 27. For  more  transforming  ideas,  visit   Q4intel.com    

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