Telemarketing Software Featured Article

What Kind of Sales Culture Have You Created?

September 25, 2014
By Susan J. Campbell - Telemarketing Software Contributing Editor

When it comes to measuring success in the sales team, it’s not uncommon to look at the numbers alone. If targets are hit, sales are a success, right? If this were true, you’d be ignoring a few fundamental rules about long-term success in business. Do you want to keep hitting the streets to get the low-hanging fruit or are you going after sustainable revenue opportunities?

Overall success for the sales team needs to be defined beyond the numbers on the board. A culture that creates and supports a viable, healthy and robust sales team is one that promotes long-term relevance in the market. A Smart Company post recently covered this topic, highlighting the importance of strategy, standards, people, competition and even those things outside of your control.

You may already have certain tools in place to drive success, such as sales force or telemarketing software. But do you also have the strategy in place to help you execute on these tools and make them work for you? Do your sales team members know how to leverage each of them to their advantage so as to work smarter and not harder? Are they able to turn opportunities into repeatable sales?

There are a few things that could be stifling your sales team, according to a Smart Company article. There may be no clear strategy in place; the wrong salespeople may be on your team; sales management practices may be poor or nonexistent; and resounding beliefs may be limiting. If one or more of these elements are in place within your sales team, you’re limiting the ability to reach full potential.

Therefore, a successful sales team culture needs to consist of sales strategies that offer the opportunity for clear guidance on execution and supports salespeople as they deliver the desired results. Sales leaders need to be knowledgeable, skilled and informed, able to leverage the information gathered with telemarketing software in order to close more deals. Continuous improvement needs to be the desired disposition of all staff, and sales people need to be engaged and competent.

Finally, the entire sales team needs to be focused on the same goal. Bring self-awareness into the fold and drive engaging interactions with clients that focus on better business outcomes for all involved. This is a key initiative for VanillaSoft in the development of its telemarketing software. The company understands that the best solutions in the world won’t produce the desired results if the culture doesn’t support the right strategy.

If you’re ready to make investments in your sales team, take a step back and be sure the culture you’ve created is one that will support your intended outcomes. 

Edited by Rory J. Thompson