Leading a sales team and operation is like bringing together an orchestra where there is a fine line between success and failure, being harmonious or out of tune.
As sales professionals, we can often find ourselves either ‘firing on all cylinders’, ‘kicking goals’ and ‘getting the job done’ or feeling ‘not quite right’, ‘out of sorts’, or ‘off our game’ and often not really sure as to why. Putting our finger on what makes us successful or not isn’t always easy.
There are 5 dimensions that make it easier to check whether the various sales factors we manage are in alignment or not, whether they are leading to harmony and success in sales and business.
Effective sales cultures, sales teams and salespeople need these 5 core dimensions working in concert with each other at the highest order to achieve ongoing harmony, alignment and success in sales.
Only one of these dimensions has to be out of alignment to have a negative effect on sales culture, sales team and sales results. If more than one dimension is out of alignment, the compounding negative impact on sales and business performance, and culture is abysmal.
Take the Sales Alignment & Harmony Test
Take the Sales Alignment & Harmony Test and see for yourself?
On a scale of 1-10 with 10 being fully aligned and functional and 1 being completely out of alignment or dysfunctional, score yourself, your team and/or your company. It could make for interesting findings and highlight what is working and what is not.
Be as honest as you can be when gauging alignment.
- Client Centric Sales Culture: I/we understand that everybody lives by selling something; I/we work in partnership with clients and my/our colleagues to achieve mutually beneficial goals; I/we understand that selling and being client centric is about a fair exchange of value, long term and sustainability.SELF Score out of 10:
TEAM Score out of 10:
COMPANY Score out of 10: - Sales Skills & Behaviours: I/we engage in continuous learning and self-evaluation; I/we believe in my/our ability to perform at my/our best; I/we work with purposeful action in a skilful manner knowing how to sell better.SELF Score out of 10:
TEAM Score out of 10:
COMPANY Score out of 10: - Values & Attitudes: I/we know that selling aligns with ethical values and healthy attitudes; I/we know that trust, respect and honesty provide the basis for ongoing success in sales and all relationships; I/we do what I/we say I/we will do; I/we make promises I/we can keep and keep the promises I/we can make.SELF Score out of 10:
TEAM Score out of 10:
COMPANY Score out of 10: - Commitment to Sales Activities: My/our role(s) clearly aligns with our strategy; I/we understand the performance criteria and activities critical for success in my/our job(s); I/we assume personal responsibility and accountability for doing these key sales activities on a consistent daily basisSELF Score out of 10:
TEAM Score out of 10:
COMPANY Score out of 10: - Belief in Company: I/we represent my/our company, team and its products/services in an honourable manner at all times; I/we have a clear understanding of our purpose, our sales strategy, our market/customer segments, our value proposition, our products/services, our values, and go-to-market action plan; I/we believe in the value we create for our clients and staff; I/we am/are committed to standing by my/our companySELF Score out of 10:
TEAM Score out of 10:
COMPANY Score out of 10:
How did you, your team and your company rate?
High scores indicate where you, your team and/or company are in alignment and working well.
Any low scores will show you where you need to start working now to lift your game and improve performance.
Staying in alignment and harmony takes work. But knowing what to work on is key to Selling Better and achieving alignment, harmony and success in sales and business.
Author: Sue Barrett, www.salesessentials.com