Getting your sales reps to perform consistently and at their full potential can be a very painful exercise. But what if you could cultivate a sales environment that organically keeps your reps' performance high and constantly improving? Exceeding aggressive quotas can become the norm. Join sales strategy consultant Michael Hanna as he shares five keys to cultivating a high performance sales culture. Register now to learn how to: - Form Your Sales Culture Through Vision & Values - Guide Your Sales Culture Through Content & Capture - Expand Your Sales Culture Through Capacity & Compensation - Nurture Your Sales Culture Through Community & Cadence - Simplify Your Sales Culture Through Clarity & Consistency

1. 5 Keys to Cultivating a
High Performance Sales Culture
Michael Hanna
Co-Founder & President

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Agenda
• Why Culture is the Main Driver of Sales
Performance
• 7 Indicators of a High Performance Sales Culture
• 3 Sales Performance Killers
• 5 Keys to a High Performance Sales Culture:
1. Formation through Vision and Values
2. Guidance through Content & Capture
3. Expansion through Capacity & Compensation
4. Nurture through Community & Cadence
5. Simplification through Clarity & Consistency
• Questions

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Why Culture is the Main Driver of Sales
Performance
Sales Culture: The environment in which sales
people collectively develop the attitudes and habits
that organically determine their sales results.
Image from http://www.hbcanoekayak.co.uk/blog/wp-content/uploads/2015/02/kayaking-grade-2.jpg

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7 Indicators of a High Performance Sales
Culture
1. Poor performers feel out of place.
2. Top sales reps are referring other top sales reps.
3. Top performers persevere. When the going gets tough
they get creative instead of drawing back.
4. Clashing personalities suck it up for the greater good of
the company’s vision.
5. Excuses stand out like a soar thumb. Reps are quick to
accept responsibility and slow to shift blame.
6. People hold each other accountable.
7. Family members feel like part of the corporate family.

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3 Sales Performance Killers
Skepticism: Lack of trust in leadership and lack of
conviction that the vision can and will be achieved.
Passivity: A lack of ownership over the vision. Being
quick to give up. Always seeking the path of least
resistance rather than the path of greatest benefit.
Gossip: Lack of trust in among peers. Unhealthy
competition. A feeling that “my colleague’s demise is
my benefit”.

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Formation through Vision and Values
Vision (where & why):
• Clear
• Compelling
• Client-Focused
Values (how):
• Enable the vision
• Uphold standards
They are to be applied, not just written.
Application must be systematic deliberate.

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Guidance through Content & Capture
6 Steps to Establish a Healthy Capture/Content Rhythm
1. For each stage in your sales cycle identify three key
activities that will get your prospect to the next stage.
2. Configure your CRM system to capture and report on those
activities.
3. Dedicate one full day each month to analyzing that data,
looking for trends that tie specific sales activities to sales
results. Those are your high-impact sales activities.
4. Create content and tools to make those high-impact sales
activities as easy and natural as possible.
5. Reinforce the use of those tools and content until those high-
impact activities become high-impact habits.
6. Rinse and repeat.

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Expansion through Capacity &
Compensation
1. Hire High-Capacity
Performers
2. Increase Their
Capacity
3. Keep Them
Performing Near
Capacity

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Nurture through Community & Cadence
People commit to a company by contracts and
compensation, but they are loyal to a leader by
love and legacy.
Contract + Compensation = Commitment
Love + Legacy = Loyalty
• Leaders who care about them: this provides a sense of
safety.
• A vision and chance to contribute to a legacy: this
provides a sense of significance.

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Simplification through Clarity &
Consistency
• Sales Operations is the keeper of clarity the
and protector of simplicity.

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Agenda
• Why Culture is the Main Driver of Sales
Performance
• 7 Indicators of a High Performance Sales Culture
• 3 Sales Performance Killers
• 5 Keys to a High Performance Sales Culture:
1. Formation through Vision and Values
2. Guidance through Content & Capture
3. Expansion through Capacity & Compensation
4. Nurture through Community & Cadence
5. Simplification through Clarity & Consistency
• Questions

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Questions

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Contact Michael
h a n n a s t r a t e g y . c o m
ca.linkedin.com/in/michaelhanna7/
@michael_hanna
www.facebook.com/michael.hanna.988
www.youtube.com/HannaStrategyGroup
michael@hannastrategy.com