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Understanding Culture

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Culture is like the wind. It is invisible, yet its effect can be seen and felt. When it is blowing in your direction, it makes for smooth sailing. When it is blowing against you, everything is more difficult.

Organizational culture is the collection of values, expectations, and practices that guide and inform the actions of all team members. Think of it as the collection of traits that make your company what it is. A great culture exemplifies positive traits that lead to improved performance, while a dysfunctional company culture brings out qualities that can hinder even the most successful organizations.

Sales Culture Defined

What is sales culture? Sales culture is the attitude, behaviours and habits your sales team exemplifies at a particular time and place. An organization’s sales culture is important when sales and appointments are up, and when they’re down. A positive, successful sales culture can bring out the best in your team. The opposite is also true.

Consider the answers to these questions:

  • How do we define selling in this organization?
  • What best practices do we want our team to follow?
  • What values do we want to uphold?
  • What habits and disciplines do we expect team members to follow?

A healthy sales culture can be described by words such as: