Top 5 Ways to Cultivate the Best Sales Environment

By Ryan Groth, Sales Transformation Group.

What dictates an environment where salespeople can perform at their best? Do you want high-level performers on your team? 

You've heard it said by John Maxwell, "everything rises and falls on leadership."   

Anytime you evaluate a champion team, you can see that there are always special bonds between the head coach and the best player on the team. 

Take Steve Kerr and Steph Curry for example. Because Steph Curry embraces two of Kerr's core values, Joy & Compassion, it creates power throughout the organization that is essentially unstoppable.

In this week's video blog (4:49) I share five steps for a leader to cultivate an optimal environment. Watch the video or read the full transcript below.

This week I want to talk about five steps you can take to create an optimal environment where salespeople will perform. So, first thing I want to talk about is do you believe that your sales people respect you, trust you, and that you have a good relationship with them. So, some people, if they don't believe that, then that's a really big problem. And also, do your salespeople trust you, respect you, and have a good relationship with you or believe they have a good relationship with you?

I could tell you that when I measure a companies and both of those scores are really high on the both sides of the coin, it creates are really great environment. It's like being in sports and you have the captain of the team, or imagine people on the Patriots not respecting Tom Brady, right? I mean, Tom Brady's the man, he's incredible.

So what's really important to create an environment where sales people really perform is you've got to actually be good, right? You got to be somebody who is respectable and then trustworthy because you really care. Right? And then the relationship side is, hey, outside of work, how's your family? Where have you been? Where'd you go to college? What's your background? And really going in a little bit of the deeper relationship outside of just pure performance. So, that's a really important step. That's really key. That's all kind of wrapped up in two steps.

Third step is do you coach, motivate, hold people accountable. Coach, motivate, and hold people accountable. I could tell you that the best coaches I've ever been with have set the bar so high that I look and say, "I know what up looks like." Right? So, that's something that A, is motivating. B, I've now held accountable to that standard because that coach is somebody who's holding people accountable, motivating, and coaching. So those are really, really critical.

Fourth is do you have a formal sales process? Do you have the playbook in which you run your plays? Do you guys have a defined, scalable, repeatable type of situation? Where if I brought really great talent and then my organization, that they would know what is right and what was less? Can I run the route the Tom Brady wants to be in a run without having to teach me? Or was it already in the playbook and just something that I'm familiar with when I come into the company. So that's the fourth step. Those are really key.

And then five is upgrading the sales force. Let me tell you right now, that when I played baseball, I performed well and I became better when I knew there were other guys trying to take my spot, right? So when there's an upgrading of the sales force, that means that as a leader, you're creating an environment where people have to stay and perform at a high level because there's new talent coming in, trying to take that opportunity and really grow.

All right, so to recap, five steps you can take to create an optimal environment where salespeople will perform are trust, respect, and relationship. Do you believe that your sales people to trust you, respect you, and that you have a good relationship with them? And then flip that coin? Do they actually believe that they have a relationship with you and that they respect you and they trust you? So, that's important. And then you have accountability, coaching, and motivation. Did you set that standard? Do you have a definition of what up really looks like? Right?

And then having a defined sales process, right? Something that, if I am going to be in the playbook and I'm going to look into it. Am I going to know what the route is? Am I going to know how to do this? Am I going to know how to do that? Lastly is upgrading the sales force, bringing in new talent and having an organization where new talent was coming in and they're making everybody want to perform better, to stay, remain, and be better.

So, those are the five steps. If you have not scheduled a meeting with me to talk about how your situation looks and where you want to go and what my help would look like, schedule a call. Let's go. Let's do this thing. Let's talk about how we can grow and transform your people because that's what I'm in the business of doing and people are getting great results. So go ahead and like, share, comment. Schedule a call with me. Let's talk.

To get a full evaluation and roadmap to ensuring that this optimal environment gets cultivated, schedule a call today. 

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