In every other business function (accounting, engineering, operations) there are documented processes, common cultures, and established vocabularies with terms that are clearly understood—everywhere except in sales.
It is a rare company that has a strong and distinct sales culture, complete with a common language for discussing, conducting, and improving the sales process. The few companies that have built such sales cultures are easy to recognize—they’re a lot more successful.
Everyone who makes contact with customers should understand your sales language.
It isn’t only salespeople who should be indoctrinated into your sales culture. Every time a customer contacts your company, that customer becomes more or less sold on your products. If your employees all know how your sales process works, they can be far more effective at influencing customers in your favor.
Here are some tips to help you begin building a common sales culture…