Executive Sales Leader Briefing: The Impact of the Culture You Create

People say to me, “If culture is so important, then why can’t it be measured?”  My response is you can measure culture. Culture is measured in both your top-line sales and your bottom-line profit.

Check out this 29-second video as I share thoughts on this issue:

 

Not only does culture matter to you and your team, but it also matters greatly to your customers.  When was the last time you asked your customers to define your culture? You see the difference maker is not how we see culture, but how our customers see it.

Two quick comparisons. Think of the culture at a Chick-fil-A and any airline. Do you see a big difference? Of course you do!

If you want to dig deeper, check out the sales and profits of Chick-fil-A and you’ll see amazing store sales and profit growth every year. Is that due to their culture? I’ll argue yes, and let’s not forget they’re in a highly competitive industry with plenty of choices.

Flip to the airlines. Are they profitable and growing… well, yes, but why? Is it their culture or the oligopoly they operate in? I’ll argue the latter.

You may not have a desire to work for Chick-fil-A, but when you visit one, don’t you find yourself in a better mood? I don’t even ask this same question about airlines, as you know the answer.

Culture matters in sales, regardless of your position or authority, because it matters to the customer.

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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