Lemon #25. Building a strong sales culture

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.