That's a culture. Are there any new apes on your team following old practices without knowing why? Cultures evolve over time and their origins are rarely known. Does your sales team have a culture? I bet it does. Is it a good one? Sales cultures consist of three elements:
¨ Norms-how individuals actually behave.
¨ Values-how individuals should behave.
¨ Work styles-diligent, tardy, professional, thorough, detailed, casual?
Changing negative cultures represents a significant challenge but is mandatory?if you want to stay in business. People are the agents of change and must be supported by management. Who are the heroes of your sales team? How long have they been the department hero and for what reason? Knowing these answers will help you assess your culture.
You must first formulate your vision of the sales team and evaluate all key contributing factors. Great companies communicate their vision clearly and frequently with all sales related personnel. Don't leave anyone out that comes in contact with your sales team.
Next, you must put your vision in action by rewarding individuals for acting in concordance with your vision. This is a process not a destination but as it evolves your sales will increase and profits will soar.
This takes courage. You need to ask and answer tough questions. Dedication to a better selling team is required. Don't give up until your vision is clarified, communicated and leads to rewarding the winners.
"Only the wisest and stupidest of men never change."