“Driving to Perfection: Achieving Business Excellence by Creating a Vibrant Culture” WORKSHOP

A sales force is built on the capabilities of its managers. Frontline supervisors, sales professionals, and those responsible for leading culture will benefit from Brian’s experience and success that he will share. A CEO’s speech, no matter how motivating, does not create a company culture. Contests, glamour trips, and commission plans do not create cultures. Frontline managers create cultures within their individual sales teams. This realization is crystal clear as you study cultures within organizations.

At Gallup, researchers define “culture” as the attitudes that employees have about the environment in which they work. They calibrate or measure the strength of that culture based on employee responses to 12 question items; these items, in turn, link to significant business outcomes, such as productivity, retention, profitability, and customer loyalty.

When employees ­­ in this case, sales representatives ­­ feel positive about their work environment as measured by their responses to those 12 key issues, they describe those employees as “engaged.” As a group, engaged sales representatives sell significantly more than their less engaged counterparts. They are more likely to stay with the company and they are better at generating customer loyalty. Sales representatives who are not engaged generate transactions, but they may not generate much customer loyalty in the process. As a group, they are considerably less productive than engaged sales reps. Actively disengaged sales representatives reps who are fundamentally disconnected from their work ­­ are not only at the low end of the productivity index, they actually erode customer loyalty.

You can measure the strength of the cultures in different sales teams by comparing the percentages of engaged, not engaged, and actively disengaged employees within that workgroup. You can also compare these results against extensive database of responses collected from hundreds of thousands of workgroups across a broad spectrum of industries.

Attendees will learn:

• Practical ways to drive company culture to the front lines of an organization
• To define culture as the single best way to de­commoditize your product or service
• To compete less on price and more on your company’s unique value proposition
• To understand the customers’ cultures which will provide a competitive advantage
• To implement ideas for understanding and implementing this concept