• Skip to main content

Top Sales World - inspiring the global sales community

  • Home
  • About
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Magazine
    • Top Sales Library
  • Top Sales Posts
  • Contributors
  • Contact Us

What’s the Best Culture to Drive Sales Performance?

Tamara Schenk - 21 February 2019

Since we cleared the fog around sales enablement last week, let’s now turn to another question I’m asked a lot: What is the best culture to drive sales performance? Is it a sales culture we should aim for? And whatever it is, what does it mean for sales enablement?
Let’s first have a look at the data from our 2018-2019 Sales Performance Study. We identified the three main criteria that differentiate high performers from average and low performers using our Sales Relationship Process Matrix (SRP Matrix). Click here to check out the full SRP Matrix results. One criterion was dynamic alignment of the selling processes to the customer’s path, which we also see in our 4th Annual Sales Enablement Study. Another criterion was that salespeople met or exceeded expectations regarding the capability to provide insights and perspectives. And the key criterion was culture. Not a sales culture – no, a customer-centric

© Copyright 2010 - 2021 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative