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Healthy Sales Cultures Rule!
I have tremendous respect for Rich Breau, president of Breau Bros Garage, a business consulting firm specializing in people, operations and strategy. In a conversation today, he mentioned that healthy cultures have two things in common. First, they know that culture starts at the top. Second, they have strong accountability. He defined strong accountability as having these characteristics:
· Well-defined performance standards
· Rigor to achieve those performance standards
· A response for when the performance standards aren’t met
Whether you’re a CEO, a president or a VP of Sales, these accountability characteristics apply, don’t they?
This list reminds me of questions that another colleague, Dr. Mark McCloskey, uses in his business consulting practice when he’s getting to know the culture of a company:
· What really matters around here?
· How are you doing on what really matters to you?
· How do you know?
· What are you going to do about how you are doing?
Great questions to ask yourself as you think through your company culture. How are you doing in creating the a high performance culture that keeping Making It Happen?
