How-To: Develop a Culture That Sells

Sean Dailey, Ytel |  

One of the most challenging tasks for a business to do is build and maintain company culture. Another tedious topic to tackle is establishing and sticking to a sales strategy. The idea of combining these two into one seamless experience may seem like rocket science, but in reality, it’s not! As a recruiter, I cannot stress enough how important it is to have the talent to support these changes. You need a team that will buy into your mission and willing to go the extra mile; a team filled with people who are trying to leave their mark on the industry!

One of the most challenging tasks for a business to do is build and maintain company culture. Another tedious topic to tackle is establishing and sticking to a sales strategy. The idea of combining these two into one seamless experience may seem like rocket science, but in reality, it’s not! As a recruiter, I cannot stress enough how important it is to have the talent to support these changes. You need a team that will buy into your mission and willing to go the extra mile; a team filled with people who are trying to leave their mark on the industry!

Understand Where You Are


It is imperative that you know where you are currently in order to get to where you want to be. This means immersing yourself in the trenches with your team. As a leader, stimulating and creating company culture is key to your role and the success of your business. Take pulse of where things are at, what’s working, what’s not, where there is opportunity or potential for more efficiency. You have to be willing to roll up your sleeves if you expect to develop authentic culture!


Gamification 


It’s a basic human instinct to be competitive; we all love games and challenges! Introducing competition can instantly inject the spirit of selling into your team. Whether it’s a company wide notification for each sale, or a reporting dashboard ranking top performers, or even something as simple as a contest with a prize, the impact can be invaluable.


Educate 


The more your team knows about your products, the more scenarios they are prepared for, and the less fear they’ll have. By ensuring that your team knows your products thoroughly, you enable them to find selling points. They can take their product knowledge and apply it to the client's current pain points. This could also open their minds to new ideas or features for your product!


Value Activity 


Plain and simple, sales is a numbers game over everything else. The more contacts you can make, the more wins you set yourself up for. Instead of focusing only on the wins, put an emphasis on activity. This will set your team up for both immediate and long term success. The key here is to be sure that the content is still quality. Volume for volume's sake will do the opposite of what you want.


Celebrate Victories


Recognize employees when they succeed, and share in their happiness with them! By doing this, you create an environment that is comparable to a support system. As mentioned in the gamification section, simply sending a company wide notification recognizing an employee's success can have a powerful ripple effect. At the end of the day, every sale has led you to where you are, and that is worth celebrating!


Empower Your Team


Encourage your team to explore new ideas or new approaches to doing things. We all want to feel like we are a part of the bigger picture and often these ideas can be transforming for your team. Empowerment is a huge catalyst for motivation. People are much more willing to go the extra mile for things they care about. If your work has altruistic value, sometimes this can be enough to motivate. However, the most effective way to empower and motivate your team is to create a tight knit culture. A team that cares about each other creates tangible energy!


Find the Secret Recipe


Once you have found success in particular areas, implement these practices into your training. Every person that comes on board should be set up for the same success. Don’t do all of this work for nothing. Replication is key to long term success.


Accountability 


Possibly the biggest factor in this whole list is accountability. Deciding to use metrics or gamification is a great idea, but if you aren’t willing to hold everyone accountable to these processes, they will never succeed. There has to be a full buy-in from the team. Regardless if they are senior, mid-level, or junior employees, everyone should be accountable, including yourself and your high level management. You can’t expect your team to buy into your vision if you can’t yourself!

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About The Author

Sean Dailey, Ytel

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Sean leads the People, Culture, and Partnership efforts at Ytel. After almost 5 years of agency recruiting, Sean decided to move into an internal recruiting role, where he could have more of a direct effect on growth and people’s lives That’s when he met Ytel and the rest is history. Sean is a huge believer in culture, and puts an emphasis on people and building relationships.


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