THE LATEST: 3 Questions that will IMMEDIATELY Indicate You’ve Got a Good (or Bad) Sales Culture

Asking these 3 questions will make it easy to tell whether or not a company's sales culture is moving in the right or wrong direction.

Schedule a call with an advisor → Join IMPACT+ for free → I talk with lots of companies and lots of sales teams.   Some are utterly impressive.   Some are clearly moving in the wrong direction.   And here's the interesting thing: It's pretty easy to tell, just by asking 3 questions, whether or not a company's sales culture is moving in the right or wrong direction.   Here they are: How often do you do role-play training with team members? How often do you have a 1-on-1 with your manager? How often does your manager (or someone on your team) observe your sales calls and give feedback? And what should the answers be, you ask?   Well, although one could easily give a variable or non-specific answer here, let me say it as I see it: Every week. Every month. Every 90 days. So now that you know what "right" looks like, tell me...how are you doing?   When our coaches at IMPACT work with an organization's sales department, these 3 best practices are some of the hardest — and most imperative — to instill.   But when they happen, it's magic, my friends.   And it makes all the difference. When you're just getting started with video, don't force your subject matter experts to "fly solo" on camera.   Instead, put someone else on camera with them — acting as the audience (or customer) — so that they're able to have a real, natural conversation with a real person, rather than trying their best to talk to the camera in a fluid and seamless way.   Sure, it's possible for some subject matter experts to "go it alone" on camera, but most — especially at first — need someone there with them to act as a "prompt" and keep the conversation moving along. 33% of all buyers say they'd prefer to have a "seller-free" sales experience.   What does this mean for your business?   If you don't have self-service tools on your website (like calculators, recommendation tools, etc.), you're falling behind and missing some MAJOR lead-generation opportunities.   Need guidance with self-service? Cool. Let us know; we can help. Got questions or comments? Email me at msheridan@impactplus.com. To Becoming the Best Version of Yourself, Marcus Sheridan Author of They Ask, You Answer Connect with us and share your They Ask, You Answer success stories with the hashtag #TheyAskYouAnswer Sent with 💙 by IMPACT  IMPACT, 470 James Street, Suite 10, New Haven, CT Unsubscribe Manage preferences