A sales culture is a work environment whose main focus is to increase sales - either through consistently up-selling and cross selling existing customers or obtaining new ones. The companies and positions who think this is not important, are the ones that won't be there in five years.
Dependent on the position, everyone in a company has a way of affecting the sales culture. Management, executives, customer service, accounting, marketing, sales (inside and outside sales), collections, and receptionists all play crucial parts in assuring your sales culture continues to grow.
Customer Service in the world of Sandler Training is the same as Inside Sales or Front-Line Staff.
All customer service, or front-line staff, must be professional communicators who up-sell and cross sell to your established customers' needs.
These men and women are the face of your company, crisis communicators, order takers, and account executives. Most of the time we file marketing, administration, accounting, tellers, front-desk staff, and order-takers into a customer service type role too since they all help internal and external customers.
In the sales culture it helps if the outside and inside sales roles speak the same sales language.
The outside sales, and sometimes marketing, positions must be able to create positive relationships with both external and internal customers as well.
The salesperson needs to be a trust building opportunist with a natural sales antenna to help prospects and clients make purchasing decisions.
Having both your inside and outside sales teams on the same page, understanding the importance of customer growth and how to obtain is only half of the battle...
The hardest part about creating, cultivating, and maintaining a sales culture within a company actually lies with you, the manager of the company.
Management, whether in sales or other departments, must be the Leaders, Promoters, and Enforcers of a sales culture.
Once all parts of a company adopt a sales culture, the frustrations of obtaining new business, anxieties of loosing established business to competitors, and worries about projected revenues disappear.
Sandler Training is a consistent reinforcement tool which teaches everyone in a company to follow set behaviors, attitudes, and techniques to obtain successful sales cultures. It helps with interdepartmental communication, producing new business, growing established business, and effectively managing a business.
If you would like more information, please feel free to give me a call or send me a quick email, and I will be more than happy to help. Shoot me an email- ethompson@sandler.com or call 920-819-4186
