{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2Fa7e62460-d576-4634-a3d9-b4b612fe4eba","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"","title":"#42 What if Sales IS the Center of the Universe?","description":"\u201cLook at sales in a very simple definition - that is delivering value for what someone needs. If you look at sales in that light, that\u2019s a very noble profession. It starts with helping make sure that companies have the right people in their organization and Sales[people] who have the right knowledge, mindset, approach, cultural fit for the business, but also work with other areas of business.\u201d - Chris Goade\r\nAligning Sales and company culture\r\nSales is arguably the face of the business \u2013 and foundational to an organization's success. It\u2019s intrinsically connected to each function of the business, interfaces directly with customers, and delivers the revenue and profits necessary for growth. This is why it\u2019s critical to develop solid sales processes and talent.Chris Goade is the co-founder of 360 Consulting and saw an untapped market to build, rebuild, and restructure sales organizations while developing its people. He discusses the importance of a sales culture and that it aligns with company culture. This happens by finding the right people, building the right processes, and nurturing cross-functional relationships.When done well, this creates a win-win relationship for the business and the customer.\r\nPeople, Mindset, Process\r\n [11:09] \u201cWork to make sure you have the right people, the right mindset, a clear understanding from everyone in the organization of what you do in sales: How do we develop leads? How do we articulate our value proposition? How do we create winning relationships?...It's a process like accounting, production, operations.\u201d\r\nAbout CRMs\r\n[17:26] \u201cIf you start off with, 'do we have the right tool configured correctly? Do we have the right processes in there? And always keep an eye on what the ultimate goal is - this changes the whole belief system around what a CRM can mean for your business.\u201d\r\nChange driven by Goals and supported with Accountability\r\n[18:54] \u201cGet participation from everyone on the team\u2026And now it's not just someone saying, \u2018Hey, you're gonna do this,\u2019 or \u2018This is policy\u2019\u2026 that's a whole different kind of mindset and position to come from when you start to hold people accountable\u2026\u201cWe don\u2019t change for the sake of change, but change to get to the goals. \u2026 [When] they have some ownership in that in that change, then it's not so scary.\u201d\r\n \r\nFor further exploration:360 Consulting DFW : https://www.360consultingdfw.com/Chris Goade Linked In https://www.linkedin.com/in/chris-goade-535b2831/ To discuss executive coaching, leadership development program design, and workshop facilitation, please visit:https://rise-leaders.com/contact-info/","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/7c78489f-c477-4f17-a369-5b9eb283a48f/wJxQ_xQ1ovAl1Bqt0_pGYwNd.jpg"}