The development of a focused Sales Culture will lead to greater sales productivity and reduced time to market. The lead indicators of this are:

• Agility - The ability to react to market changes faster than the competition.
• Greater accountability - Real-time client data providing executive insight to reduce the risk of pipeline volatility.
• Cross functional visibility - The ability to identify and extract best practice.
• Business resilience - The ability to adopt new practices faster.

But for the leadership in a company to successfully manage the introduction, adoption and control of the Sales Culture, it needs to be able to monitor all the key sales factors (opportunity management, target setting, strategic account management etc.) in a transparent and integrated way. It needs a process dedicated to the Sales Culture.