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A) The view from Todd Cohen’s Sales Culture Blog

Comment” “When I think of sales culture, it means that every person in the organization, from the CEO to the receptionist to the shipping clerk understands that WE ARE ALL IN SALES.” – Eric David.  ([Todd] thanks Eric, my sentiments exactly!)… [and mine as well Ric]

B) From Interview with Acer’s Stan Shih by Geoffrey James of BNET

“If culture is destiny — and I believe that it is — then Acer must have a sales culture that’s even more impressive than Dell’s.”

“James: Where do employees fit into the picture? Shih: The customer comes first, then the employees and then the shareholders.”

An interesting article worth the read, the rest is here:

http://blogs.bnet.com/salesmachine/?p=4158&tag=nl.e808

C) “Your front-line managers can drive sales – or drive away your best salespeople”  by Benson Smith and Tony Rutigliano

“The Gallup Organization’s research… studies suggest that 80% of a sales representative’s perception of company leaders was influenced by that salesperson’s relationship with his or her direct supervisor. No matter how good the CEO was, or the vice president of sales was, the sales reps’ view of these individuals was strongly colored by their opinion of their direct supervisor.”

“The bottom line is clear: Front-line managers are instrumental in creating the right workgroup culture. Selecting and training front-line sales supervisors is one of the best and surest ways to improve the quality of your sales organization.”

The rest of this must read article is here:

http://gmj.gallup.com/content/328/Creating-Successful-Sales-Culture.aspx

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