Are We Close to Having a Great Sales Culture?

Posted by Chris Mott on Tue, Sep 30, 2014 @ 09:09 AM


What makes a sales culture great?  Is it the people, the expectations, their accomplishments, the leaders, the effort, sales selection, training, coaching, enthusiasm, commitment, motivation, focus, goals, or luck?

Companies invest significant time, money and effort creating and nurturing their overall culture.  Unfortunately, I rarely hear much about the importance of a company's sales culture.

CEO's often lack sales experience, so creating a great sales culture is a common challenge and they usually lack the attention and time required to create a sales culture of excellence.  In the video below, I discuss what a great sales culture should look like and suggest some ways that could help you determine if you have a great sales culture.


If you are brave enough, take the sales force grader below and we will help you identify specific areas which need attention in your sales organization.
Sales Process Grader  

Topics: Culture, recruiting better salespeople, attitude problems, bad sales behavior

Having the Right Sales and Sales Management Mindset

Posted by Chris Mott on Mon, Aug 16, 2010 @ 13:08 PM

It’s been a while since I have posted to my blog so what has my problem been?

I’ve made the act of posting bigger than it is. Said another way I haven’t been thinking like a blogger.

Here’s a crazy analogy from kindergarten. My teacher wanted us to feel special about ourselves and her solution was "IALAC" meaning "I am lovable and capable". The point was this, if you believe you are or can become something you are much more likely to achieve that goal, so I have decided that I am a blogger.

How does this apply to sales and sales management? Here are a few examples.

  • I am effective and valuable in the role of sales coach.
  • I can and do hold my salespeople accountable for daily selling behavior.
  • Our sales team must learn a valuable lesson from every mistake we make.
  • Mini failures are a necessary part of growth.
  • My prospects perceive value in me when I ask them tough relevant questions
  • When a prospect stops returning my phone calls something has changed and I need to find out what that is
  • The only person thinking about next steps after a “think it over” is me
  • Senior level people find spending time with me valuable

What mindset or title do you need to give yourself, your staff and or your salespeople?

I am a blogger!

Topics: Changing_Behavior, Good to Great, economic crisis, attitude problems

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