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1. Company Culture Not the Same as Sales Culture

What is culture and why is everybody talking about it when it comes to companies? In Mark Birch's article, Birch writes that culture "drives the values of an organization and what that organization deems important." When it comes to a company, culture is what "drives everthing in a company from decision making to hiring to customer relationships to product direction."

Birch talks about the importance of culture and that it is "transformative." Culture is often started with the founders and executives and is part of the initial vision. Birch writes,

...these cultures are the very cultures are the very core of their respective organizations...The culture sets the expectations, the values, and what matters most in the organization.

So we've established that culture is important, and now we must realize how sales culture is totally different from corporate culture. Corporate culture is general to the whole company while sales culture is the culture specifically for salespeople.

Sales involves a lot of rejection and often salespeople get the blame. Birch writes that, "Established companies understand this. That is why there are plenty of sales contests, President Club trips, sales retreats, and the like."

Culture makes the organization.

We've defined sales culture, and now Birch addresses how he's noticed that with the rise in startups, "there is a growing lack of respect for and recognition of the importance of sales." Because of this, companies need to reevaluate their own sales culture.  Whatever the specifics of your companies sales culture, "what makes it stick is leadership and commitment." Birch ends his article with a profound statement,

...sales has its own place in a company and needs to have its own unique culture.

Find Mark: LinkedIn Twitter

2. A Sales Skill We Sometimes Forget

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