David Cummings on Startups

Quick, think of the top five software companies in the world in your mind. Do you see Google, Oracle, SAP, Salesforce.com (Salesforce.com will be soon enough), and Microsoft? What do the majority of them have in common? Hard. Core. Sales. Culture. They have the largest, most aggressive, most highly compensated sales teams around. Sales, sales, sales — it’s what they do.

Here are seven ideas for developing a sales-oriented culture:

  1. Celebrate the wins, even the small ones, with significant company-wide recognition (e.g. a funny email to everyone highlighting the most recent deal and how the sales person won it, with some embellishment)
  2. Pick an arch enemy, your most hated competitor, and publicly display an award every time they are beat in a head-to-head deal
  3. Build a clear career path for sales people and make it a black and white process to be promoted to each stage
  4. Develop sales management training programs…

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