Sales organizations are always looking for ways to grow their revenue and profits. They install the latest and greatest CRM tool, dollars are invested in customer surveys, and their marketing department is tweeting, hooting, and blogging. With this proactive approach to growth, what is the reason many sales organizations are still struggling to meet quota?
Maybe the problem is not in technology or marketing. Perhaps the problem is your sales culture. Webster’s Dictionary defines culture as a set of shared attitudes, values, goals, and practices. A culture determines how you treat your employees, your customers, and how you contribute to the wider community.
Sales cultures with low emotional intelligence scores are full of old sales dogs who refuse to learn new tricks. They sit on the porch of denial, refusing to adapt new sales approaches. Many have lone sales rangers who only care about their fee and commission check. They are not really interested in how their specific actions or inactions affect the company. Lone rangers rarely contribute to a sales meeting because helping others is not in their DNA.
Quite the contrary, emotionally intelligent sales cultures share three common traits. They are learning organizations, collaborative and generous. Let’s examine each area in regards to sales success.
# 1: Leaders are learners. Good salespeople consider themselves part of the leadership team of their organizations; even if there is no “C” in its title. These salespeople are on a constant journey of personal and professional improvement. In the world of emotional intelligence, this is known as self-actualization.
These salespeople are focused on improvement. They become subject matter experts to better serve their clients. They are the sponges that walk and talk. They read, listen to audios, and seek mentors. As a result, they bring more value to each sales meeting because they don’t get bogged down in their focus or knowledge of the business.
The emphasis on learning generally starts at the top. At a recent sales training launch, my client, a very successful CEO, said it best. “You know, our clients need a lot of help. And I realized that in order for him to better serve his customers, he needed to invest in sales training. In the end we will all win. We have happy customers, happy salespeople, and … a happy CEO. ”
Think about your business. Is it the same as two years ago? Will it be the same in a year? If you don’t have a culture that embraces learning, your best chance of success is hoping your competitor has a stagnant approach to learning.
Alvin Toffler, an American author, sums up learning with a great quote. “The illiterate of the future are not those who cannot read or write. They are the ones who cannot learn, unlearn and relearn. ”
# 2: Emotionally intelligent sales cultures value collaboration and teamwork. These organizations realize that it takes a “sales village” to compete in a global environment. Yes, a salesperson goes out of business, but it takes a team to ensure that the business stays in business.
Technicians install the product, the accounting department issues accurate invoices, and customer service provides excellent after-sale service. Everyone works together to create a great customer experience.
In my younger years in sales, I was fortunate to have hardworking people who valued teamwork. Veterans took time out of their busy schedules to answer questions (dumb questions) and share best sales and customer service practices. Much of this was done without recognition or reward. It was good people who helped other people to be successful. And we did it. This company is now the largest in the world in its industry. As legendary NBA star Michael Jordon said, “There is no “me” in the team. There is in winning “.
# 3. Emotionally intelligent cultures are generous.. They recognize that to whom much is given, much is expected. I live in Denver Colorado and every year there is a contest for the best places to work. It’s fun to read the reviews about the winners and the many things they do to make their work environment pleasant. Some offer a free weekly lunch, while others end the week with beer on Friday.
While there are many different ideas for creating a good work environment, there is a common theme found in most of these organizations. They are generous and dedicate time and money to philanthropic causes.
Research shows that when people give back to others, a person’s happiness increases. Common sense tells you that prospects and customers prefer a happy salesperson to a disgusting salesperson. Emotionally intelligent cultures promote purpose and profit.
Improve your income and profits by making your sales culture more emotionally intelligent. Encourage learning, collaboration, and generosity.
Good sale
Colleen stanley
