7 disciplines of effective sales culture

•

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Intentionally creating a culture around sales-focused behaviors is imperative for sales organizations. We see many insurance agencies that need to find some of this discipline.

Business

7

D
I
S
C
I
P
L
I
N
E
S

of
an
eﬀec)ve
sales
culture

2
GOALS

-‐
keep
what
you
have

-‐
get
what
you
don’t

A sale is a result!
.
.
.
so
is
a
retained
account

Own
the
ACTIONS

that
create
a
culture

of

PREDICTABLE

results

It’s
not
resources
but

resourcefulness
that

ul?mately
makes
the

diﬀerence.

-‐
Tony
Robbins

à Decisions
and Actions
DETERMINE

destiny

Self-Assess!
What
is

today’s

REALITY?

What
is

tomorrow’s

VISION?

What
is
the

FIRST

Step?

COACH!
In
the
moment
&

frequently

Today’s

REALITY

Tomorrow’s

VISION

FIRST

Step

5
Min/Week

58%
of
managers
think
they
provide
enough

coaching,
YET

65%
of
employees
want
MORE
coaching

No
coaching
=
2%
of
staﬀ
are
engaged

Coached
to
Weaknesses
=
20X
more
engaged
|
Strengths
=
30X

Today’s

REALITY

Tomorrow’s

VISION

FIRST

Step

Know what
matters!
Measure
what
you
can;

Discuss
what
you
can’t

Today’s

REALITY

Tomorrow’s

VISION

FIRST

Step

Deﬁne:

• Results
(&
Consequences)

• Driving
Behaviors

• What
to
Measure|
Discuss

• What
Employees
Self-‐Report

Today’s

REALITY

Tomorrow’s

VISION

FIRST

Step

Prepare!
&!
Debrief!
TOGETHER!
Today’s

REALITY

Tomorrow’s

VISION

FIRST

Step

Create
Account

Strategy
Plans

-‐
Know
client
vision,
goals,
industry

challenges,
compe))ve
landscape

Review
Game
Film

-‐
Whether
you
Win
or
Lose

Today’s

REALITY

Tomorrow’s

VISION

FIRST

Step

Feed the Tigers!
Tend the Sheep!
Shoot the Dogs!
Today’s

REALITY

Tomorrow’s

VISION

FIRST

Step

GO
• Praise
your
high
performers

• Challenge
your
average
performers

• Counsel
your
underperformers

Today’s

REALITY

Tomorrow’s

VISION

FIRST

Step

All Contribute (or leave)!

Create a
Theme!
Today’s

REALITY

Tomorrow’s

VISION

FIRST

Step

Give
your
goals
an

iden?ty

An
emo)onal
reminder
of
WHY

Emo)on
drives
Ac)on

Today’s

REALITY

Tomorrow’s

VISION

FIRST

Step

Celebrate!
Today’s

REALITY

Tomorrow’s

VISION

FIRST

Step

Celebrate

EVERYTHING
that

really
maUers

Today’s

REALITY

Tomorrow’s

VISION

FIRST

Step

Master a
Sales
(results)
Process!
Today’s

REALITY

Tomorrow’s

VISION

FIRST

Step

1.  Marke)ng
1st
step
of
selling

2.  Fill
Pipeline
Make
contact

3.  Document
Info
about
prospect

4.  ID
Needs
How
will
you
implement?

5.  Selling
Steps
Deﬁne
convos/mtgs

Today’s

REALITY

Tomorrow’s

VISION

FIRST

Step

If you can’t describe
what you are doing as a
PROCESS, you don’t
know what you’re
doing.
- W. Edwards Deming

Decide

Environment

Discipline

Assess

Plan

Execute

Own the Actions!

For
more
transforming
ideas,
visit

Q4intel.com

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