Lemon #25. Bulding a strong
While reading the Balderton B2B Sales Playbook, I learned how a strong sales culture should be like:
Put a high-performance model in a place to manage salespeople:
- High performers are highly rewarded
- Low performers need to improve fast or leave
This model usually relies on two main levers:
- Compensation scheme: salespeople’s behavior will heavily depend on it
- Other motivation initiatives for the sales organisation
Your company’s culture is key: a strong sales culture implies building an overarching culture with a high focus on performance.
To enhance salesforce motivation, you should think about:
- The company’s vision communication
- Training
- Holistic understanding of competition
- Key decisions that define your sales culture
- Quotas: how hard they are to achieve
- Variable compensation as a % of base
- How long you keep a salesperson when underperforming
Creating a strong sales culture @ The Balderton B2B sales playbook.
Jorge Moreno
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