Harness Sales Culture To Drive Sales Performance, Gartner Says At Its CSO & Sales Leader Conference
Destination CRM, Thursday, May 23rd, 2024
Harnessing company sales culture can lead to improved sales performance, Gartner sales experts stressed at the Gartner CSO & Sales Leader Conference in Las Vegas this week.
"Culture is often an afterthought for sales leaders, it's something that just exists but is off track or isn't actively managed," said Shayne Jackson, senior director analyst in theGartner Sales Practice. "As a result, teams are often disconnected, leading to higher turnover and lower performance.
"When leaders actively channel sales culture, it can be an incredibly powerful tool," Jackson continued. "To leverage culture as a driver of performance and retention, sales leaders must understand the culture that exists today, evaluate if it is meeting seller needs, confirm it aligns with leadership's values, and then make adjustments to drive specific types of growth."