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In business, everything rises and falls on sales. If the business is hitting its sales target, the business will grow for a long time to come, but if it is not, sooner or later, the business will pack up and leave. 
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Nevertheless, to ensure continuous sales or hit beyond your targeted sales mark, there is a need to develop a business culture that stimulates sales. Although, it is not enough to stimulate sales, sales that fetch money. Sales culture is all about creating an atmosphere or strategy that stimulates the sales team to keep having peak performance regarding sales. Without the right sales culture, there can be unhealthy competition or low sales turnovers.  In this article, we shall how you can create a sales culture that makes money. Let’s go!
  • Start From The Top

Creating a culture of sales will start from the top. As a senior executive, being at the front of the sales culture can motivate and inspire your sales team and the rest of the department. For instance, occasionally, Tim Cook, CEO of Apple as well as Elon Musk, the CEO and Founder of Tesla Motors and Space X are their biggest salesmen. Scrolling through Elon Musk’s Twitter handle, you will often see him talking big about his company. Unfortunately, most senior executives are often aloof about promoting their business, rather they leave it to their sales department or PR. To create a strong sales culture, you must lead by example. There’s no exception to this rule.
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  • Measure Using KPIs

An important factor in developing a profitable sales culture is understanding what’s working and what isn’t. To achieve this, consider using vital KPIs. Using KPIs as a medium to check staff turnover is very essential. However, issues leading to low turnover must be addressed. KPIs are basically for checking sales team productivity and understanding what the underlying issues are. For instance, high turnover might be a result of micromanagement. Studies show that micromanagement is a key reason for employees resigning, so using this KPI to criticize individuals is a bad idea. Nonetheless, it can help uncover barriers to a positive, profitable sales culture. For instance, one organization found out that sales reps were inefficient due to spending a lot of time on customer service problems. By employing new hands to deal with this, it was able to increase the number of sales reps hitting their targets from 25% to 85%. This approach lets organizations create a more focused sales culture with a better chance of achieving results.
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  • Encourage Friendly Competition (But Everyone Wins Together)

Splitting the sales department into teams or groups and encouraging them with rewards can motivate them. It’s often presumed salespeople are innately competitive, and some say the best ones need that sense of competition to succeed. There’s no reason why competition can’t be a powerful part of sales culture, but it needs to be carefully regulated so as not to become unhealthy. Competition needs to be fun and game-like to avoid bad blood. Also, it should be incorporated with effective coaching, and this has to be done across the board. Even the top performers should be coached, otherwise, it’ll be seen as a punishment, and the focus must be on helping staff develop rather than identifying their weaknesses. Featured Image Source: Facebook
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This article was first published on 30th April 2022


Nnaemeka is an academic scholar with a degree in History and International Studies from the University of Nigeria, Nsukka. He is also a creative writer, content creator, storyteller, and social analyst.

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