Great Leaders Develop Great Cultures

4 Key Components Of Building a Winning Culture

Culture is the foundation of every solid business. It reflects what you stand for, what you value and what you aspire to achieve. It defines your company’s personality and shapes how you behave, work and communicate. Leaders have a responsibility, I dare say a duty to create a positive environment that keeps their teams motivated, valued and engaged.

This is not only pivotal to boost productivity it’s intrinsic to your company’s profitability, sustainability and longevity. Building and maintaining this culture is not an easy task, but the results are very much worth it.

Here are 4 key components to establish a business culture that motivates, inspires and drives success.

1. Hire for the right culture fit.

A company is only as good as its people. Their people should be a companies most valued and important asset. This certainly rings true when it comes to maintaining a winning sales culture.Winning Culture Leadership

In my experience, it’s not hard to teach new skills to people who are open to learning. However it is very hard to change their character. When you hire people with a negative attitude, big ego or poor work ethic, you run the risk of infecting your entire sales team. Experience and skills matter, to be sure, but a person who doesn’t embrace your mission will not be the team player you need to drive your overall success.

Don’t make the mistake of trying to change people to become a good culture fit. Rather, focus on finding people who align with your culture and core values. A Winning Culture can’t be forced, it needs to be nurtured and it works when people feel they can be themselves, when they feel at ease and safe.

2. Set Clear Measurable Goals, Expectations with Accountability

Clear communication about goals and expectations is a must for sales teams. Without it, your team is likely to lose momentum. Goals should be challenging enough to keep salespeople engaged, but also achievable.

When it comes to setting sales targets, data is key. Demonstrate where these numbers could come from as well as how your sales reps can get there. An Revenue Generating Activity (RGA) based sales plan really can help drive success.

Revenue Generating Activity-based selling involves setting achievable goals your sales team can manage and outlining the activities that are expected and then monitoring / coaching to them.

For example instead of asking a team member to make 10 sales, ask him or her to conduct 30 product demonstrations — in line with an anticipated conversion rate. This approach boosts confidence, enthusiasm and also will help keep performance on track.

Regular one-to-one coaching sessions are key to monitor progress and identify any challenges and roadblocks. Position yourself to serve as a mentor and sales coach. People need someone to listen when they express their ideas, concerns and long-term ambitions

3. Develop a Learning and Development Culture

Don’t let numerical targets monopolize your goals. Think about setting other targets to enhance a team member’s skills. Find out what motivates your employees on an individual level. What are their strengths and weaknesses? 

Establish key performance indicators (KPIs) around these elements to maintain a focus on improvement. Provide incentive for their self learning efforts. Host Learning and Development Sessions in house with an experienced enthusiastic learning facilitator and Performance Coach. 

Employees like to feel valued, and they’ll appreciate your willingness to invest in their ongoing learning and development. Demonstrate your dedication to their professional growth, and you’ll see a increased loyalty, engagement and productivity.

When they do exceptional well and are empowered they will gain loads of confidence therefore seek out more opportunities or create more circumstances to do exceptionally well producing self-perpetuating success. Which are the essentials of a High Performance Team.

 

4.) Have Fun – Enjoy Your Culture

Have Fun

There is a great book out there called “The Fish Philosophy” and in that book it lists 4 Key principles that are critical for developing your winning culture. One of those principles is “PLAY”.This practice might sound controversial (especially for bosses or managers) but work can also be a source of fun. As long as you find the pleasure in coming to your work, you’ll have more enthusiasm, energy and you will be keener to do your best and strive to do better, work harder and be more productive. You will become more loyal and will treat co-works and customers with JOY.

Leaders being interactive with their people and getting involved is part of the fun and joy of your work place. It is also very motivating and inspiring to spend a bit of time elbow to elbow with leaders. 

 

 

All the most successful companies have an outstanding Winning Culture.

Start Building Yours Today!

 

 

Larry Wedgewood

 

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