Executive Sales Leader Briefing: Culture Starts at the Top

A question I like to ask sales managers and senior managers of companies I’m working with is, “What’s your culture like here?”  It’s amazing the types of answers I get.

The best-performing companies always share with me an insightful answer about how they value culture and they see it as each person’s job to add to the culture of the company. Conversely, the low-performing companies have blank stares, followed by a lame comment about how culture doesn’t really matter.

The culture you as a leader are helping to shape has a far bigger impact than you realize. We expect our people to be motivated and engaged, but ask yourself, “Would I be able to do that if the culture of the company where I work didn’t value me?” How engaged do you think you’d be with customers if your management didn’t believe in the people in the company?

Check out this short 37-second video of me talking about the value of culture in an organization:

 

Yes, culture starts at the top, but regardless of where you are in an organization, it’s your responsibility to contribute to the culture. I see culture as an unseen asset that comes out in both top-line sales and bottom-line profits. You can’t see culture directly, but it’s there in every employee, every partner and every customer.

Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

Mark Hunter, your next keynote speaker: 

Mark Hunter, CSP, “The Sales Hunter” is recognized globally as one of the top sales speakers, known for his challenging insights, high-energy, and passion to create change that he delivers each time he speaks, whether it be a sales kick-off meeting, corporate function or association event. Mark Hunter is the author of the best selling book, High-Profit Prospecting. Here’s what others are saying:

Mark presented “Accelerate Your Sales Prospecting” at the February 2015 Institute for Excellence in Sales program in Northern Virginia. He nailed it and gave the 150 selling professionals and business owners in attendance amazing tips, strategies and tactics they could implement that day. The sales leaders at our program universally acknowledged Mark as one of the top speakers we’ve ever had.

  • Fred Diamond, Executive Director, IES Washington DC

At our annual company sales meeting we’ ve never seen a speaker work so hard, with advance preparation, with such genuine style of delivery, and with such hunger for results. If you weren’t on the edge of your seat….you were in a coma. Period! 

  • Mark Allen, Regional Manager, Marlin Companies

Mark’s strategies are innovative, easy to follow and easy to use in the “real world.” He customized his strategies to directly speak to the issues and challenges facing our unique business, and he helped us encompass specific selling examples. This training was very applicable to our sales staff, both at a senior and junior level, as it reinforced important sales techniques.”

  • Danielle Pakradooni, Blue Man Group

High Profit Prospecting
Copyright 2017, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

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1 thought on “Executive Sales Leader Briefing: Culture Starts at the Top”

  1. This is indeed true, Mark. Anything that a leader says, the implementation should start within himself. In the business world, managers should never think of giving a command or starting any rules or code of conduct and think that he can get away with it because he’s the manager. To truly implement something, it should emanate first hand from the leaders themselves. Creating a culture inside your team should work that way. Even in sales teams, they create that culture starting from their leaders. Here are some great leadership tips from 19 of the best in the sales industry: https://www.tenfold.com/sales-leadership/expert-tip-create-culture-customer-success-in-sales

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