The choice of the Sales Culture has to be informed by the current, real world scenario experienced by the business. Developing a Sales Culture isn't simply an matter of training the sales force, it's a issue of integration through all levels of the company, placing the Context of Engagement process at the heart of the new business architecture.
There are ten key areas addressed by the Sales Culture.
- Map the engagement model to the market
- Rationalize products, services and solutions
- Integrate the internal processes
- Evaluate the Partner ecosystem
- Management culture
- Compensation & benefits
- Sales tools
- Sales metrication
- Virtual teaming
- The IQ and EQ of sales and marketing
