Creating a #Results-Driven Sales Culture

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As a result of joining this event the participant will learn the importance of culture in the sales environment and how to create and reap the rewards from a #Results-Driven Culture

Recommended audience

  • New business Sales leaders and Account Directors
  • Any salesperson or account manager carrying a growth quota for 2022

Type of audience

UK and International


Description

When sales organisations don't get the results they seek, they typically resort to a sack full of action plans to try and put things right. Initiative overload combined with mounting pressure on individuals to close deals often when they are not ready to close! That prompts sellers to start the "blame game" - blaming everything and everybody as to why results aren't on track. It creates a toxic environment and results spiral downwards.

Culture is not some fluffy intangible concept - it's not about posters on the wall and messaging on a mouse-mat or dress-down Fridays. It's about how we think and act to achieve the business results we need.

On the session we will walk you through a process to create a positive #results-driven culture for sales organisations that creates a positive upward spiral!


Key takeaways

  • Learn how culture - how we think and act - drives business results, and instils accountability
  • Understand how culture is a process - not an event - and the key steps to successful implementation
  • Learn how to avoid knee jerk reactions when results don't go your way through cultural alignment

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)


Presenter

Mark Erskine, F.ISP, Director and Founder of Seller Performance

Mark Erskine is Director and Founder of Seller Performance and a highly experienced sales performance specialist, with over 35 years' experience in business-to-business sales at corporate level. Mark is a Master Trainer and Coach for LIFO behavioural profiling, qualified business coach and mentor, trained facilitator and former Miller Heiman Independent Consultant. He is an Independent Consultant for Culture Partners.


Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact membershipservices@the-isp.org for more information.

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