Sales

The five dimensions for sales alignment, harmony and success

Sue Barrett /

As chief executive officers and sales leaders, we understand there are many factors that make for a successful sales strategy, operating system and sales team in the competitive, complex, variable world of selling. Leading a sales team and operation is like bringing together an orchestra, where there is a fine line between success and failure, being harmonious or out of tune.

As sales professionals, we can often find ourselves either ‘firing on all cylinders’, ‘kicking goals’ and ‘getting the job done’ or feeling ‘not quite right’, ‘out of sorts’, or ‘off our game’. And often, we are not really sure as to why. Putting our finger on what makes us successful or not isn’t always easy.

I found the following five dimensions make it easier as a chief executive officer, sales leader or sales professional, to check whether the various sales factors we manage are in alignment or not.

Effective sales cultures, teams and people need five core dimensions working in concert with each other at the highest order to achieve ongoing harmony, alignment and success. Only one of these dimensions needs to be out of alignment to have a negative and compounding effect on sales culture, teams and results.

Take the sales alignment and harmony test

So why not take the ‘sales alignment and harmony test’ and see for yourself?

On a scale of one to 10, with 10 being fully aligned and functional and one being completely out of alignment or dysfunctional, score yourself, your team and/or your company. It could make for interesting findings and highlight what is working and what is not.

Be as honest as you can be when gauging alignment.

1. Client-centric sales culture

I/we understand everybody lives by selling something. I/we work in partnership with clients and my/our colleagues to achieve mutually beneficial goals. I/we understand that selling and being client-centric is about a fair exchange of value, long-term goals and sustainability.

Self — score out of 10:
Team — score out of 10:
Company — score out of 10:

2. Sales skills and behaviours

I/we engage in continuous learning and self-evaluation. I/we believe in my/our ability to perform at my/our best. I/we work with purposeful action in a skilful manner knowing how to sell better.

Self — score out of 10:
Team — score out of 10:
Company — score out of 10:

3. Values and attitudes

I/we know that selling aligns with ethical values and healthy attitudes. I/we know that trust, respect and honesty provide the basis for ongoing success in sales and all relationships. I/we do what I/we say I/we will do. I/we make promises I/we can keep and keep the promises I/we can make.

Self — score out of 10:
Team — score out of 10:
Company — score out of 10:

4. Commitment to sales activities

My/our role(s) clearly aligns with our strategy. I/we understand the performance criteria and activities critical for success in my/our job(s). I/we assume personal responsibility and accountability for doing these key sales activities on a consistent daily basis. 

Self — score out of 10:
Team — score out of 10:
Company — score out of 10:

5. Belief in company

I/we represent my/our company, team and its products/services in an honourable manner at all times. I/we have a clear understanding of our purpose, our sales strategy, our market/customer segments, our value proposition, our products/services, our values, and go-to-market action plan. I/we believe in the value we create for our clients and staff; I/we am/are committed to standing by my/our company. 

Self — score out of 10:
Team — score out of 10:
Company — score out of 10:

How did you, your team and your company rate?

High scores indicate alignment and success. Low scores will show you where you need to focus to lift your game and improve performance.

Staying in alignment and harmony takes work, so knowing what you need to work on is key to selling better.

Remember everybody lives by selling something.

NOW READ: Three pieces of advice from Australian businesses that started out during the GFC

NOW READ: Four questions to test if your sales and prospecting tactics are ethical

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Sue Barrett

Sue is a selling better strategist and advisor, sales philosopher and speaker, sales trainer and coach, writer and activist. Sue is chief executive of forward thinking sales advisory Barrett and online sales education and resource platform www.salesessentials.com. Barrett develops sales strategies, standards and education that help people and businesses sell better.

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