Now that you have signed-up to SellerNAV® what else will be required to drive sales performance by your team? Well, there is one pretty important thing – but you cannot buy it! But developing it is a part of the underlying SellerNAV® process.
It is culture – that is a performance culture within your organization! As the research on organizational performance shows, culture is a vital factor in the drive for performance improvement.
It is also a key factor to explain why some companies succeed in exploiting all of the hidden sales potential highlighted by SellerNAV® and why others don’t.
The Importance Of Culture
When it comes to driving performance software and systems are not enough – that you already know. There has to be a culture of performance management – as you have no doubt experienced, that can be the tricky part.
The importance of culture is evidenced by Aberdeen’s latest report. It shows that only 61% of leading companies have such a culture (“Culture, Collaboration and Coordination: Driving High Performance with EPM“).
What SellerNAV® Can and Can’t Do
Here is what SellerNAV® does and does not do. It provides managers with a new perspective on the performance of your sales organization delivering:
– A 360 degree view of performance that begins a process of collaboration on the opportunities for change.
– Maps and reports that serve as a powerful tool to help drive performance in terms of people, process and systems.
– An estimate of the additional revenue that can be generated by making the required changes in process and behaviours.
What SellerNAV® cannot do however is change your culture. Creating a performance culture is something that you are going to need to own with your team.
Do You Have A Performance Culture?
So how can you spot a high performance culture? Well, here are some of the variables.
|These things facilitate
a performance culture
|These things hinder
a performance culture
|Authentic leadershipGood communication
High levels of mutual respect
Willingness to innovate & take risks
High value placed on personal development
Openness & Trust
Willingness to make mistakes
|Poor leadershipBlame culture
Back biting & Back stabbing
Lack of trust
High levels of uncertainty
Failure to follow through on commitments
Mandates from ‘on high’
Conservative or risk-averse culture
Unwillingness to admit mistakes
Why not use the table above to check your sales organization’s performance culture – tick the ones that apply. If you are ticking many of the items in the Right Hand column then work is likely required to create a culture of performance.
The table is taken from Buyer-Seller Insights – a site that provides a window onto some of the research and science underpinning SellerNAV®. You can find more detail here.
Understanding the culture of your organization will help you to better predict how fast you can exploit the hidden sales potential highlighted by SellerNAV™. To find out more contact us.