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…

View original post 107 more words

Advertisements

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s