Are you values driven? If you aren't, then what are the chances that your sales force is?
Ask yourself these questions:
- How do you hire a sales force to fit your culture?
- What are the top 10 questions to identify a top producing sales rep?
- Have you identified the characteristics, skills or values of which your entire force is guided?
Here's an exercise to help you develop a values driven sales culture. Amazingly it takes only a few minutes to start.
- From the list below, create a short list of values which resonate success in your environment. Use the list as a guide; add to the list if necessary.
- Narrow your selection to no more than 10
- Next to each value, write a few sentences describing what the value means to you and your team
- Important: List the daily or weekly behaviors which quantify the success of the value
- Post the values for everyone to see
- Meet weekly as a group and share reports on how your new successes reflect the team values
Involve each of your sales people and allow them to contribute to the list. This has amazing team building value!
Abundance, Communication, Consistency, Creativity, Discipline, Effectiveness, Gratitude, Honesty, Humility, Imagination, Impact, Integrity, Leadership, Learning, Mastery, Passion, Persistence, Philanthropy, Structure, Systemization, Trust, Accountability, Advancement and promotion, Appreciation, Awareness, Celebrity, Challenging problems, Compassion, Contribution, Cooperation, Curiosity, Decisiveness, Dependability, Determination, Diligence, Discovery, Dreaming, Empathy, Encouragement, Enjoyment, Excellence, Exploration, Focus, Personal development, Personal Growth, Persuasiveness, Problem Solving, Prosperity, Sincerity, Spirituality, Succeed; A will to-, Truth, Vision, Willingness, Acceptance, Accessibility, Accomplishment, Accuracy, Achievement, Acknowledgment, Activeness, Adaptability, Adoration, Adroitness, Adventure, Affection, Affluence, Aggressiveness, Agility, Alertness, All for one & one for all, Altruism, Ambition, Amusement, Anticipation, Approachability, Articulacy, Arts, Assertiveness, Assurance, Attentiveness, Attractiveness, Audacity, Authority, Availability, Awe, Balance, Beauty, being around people who are open and honest, Being the best, Belonging, Benevolence, Bliss, Boldness, Bravery, Brilliance, Buoyancy, Calmness, Camaraderie, Candor, Capability, Care, Carefulness, Caring, Certainty, Challenge, Change, Charity, Charm, Chastity, Cheerfulness, Clarity, Cleanliness, Clear-mindedness, Cleverness, Close relationships, Closeness, Collaboration, Comfort, Commitment, Community, Competence, Competition, Completion, Composure, Concentration, Concern for others, Confidence, Conformity, Congruency, Connection, Consciousness, Content over form, Contentment, Continuity, Continuous improvement, Control, Conviction, Conviviality, Coolness, Coordination, Cordiality, Correctness, Country, Courage, Courtesy, Craftiness, Credibility, Cunning, Customer satisfaction, Daring, Decorum, Deference, Delight, Delight of being, Democracy, Depth, Desire, Devotion, Devoutness, Dexterity, Dignity, Direction, Directness, Discretion, Diversity, Dominance, Drive, Duty, Dynamism, Eagerness, Ease of Use, Ecological awareness, Economic security, Economy, Ecstasy, Education, Efficiency, Elation, Elegance, Endurance, Energy, Entertainment, Enthusiasm, Equality, Ethical practice, Excitement, Exhilaration, Expectancy, Expediency, Experience, Expertise, Expressiveness, Extravagance, Extroversion, Exuberance, Fairness, Faith, Fame, Family, Family feeling, Fascination, Fashion, Fast living, Fearlessness, Ferocity, Fidelity, Fierceness, Financial gain, Financial independence, Firmness, Fitness, Flair, Flexibility, Flow, Fluency, Fortitude, Frankness, Freedom, Friendliness, Friendship, Frugality, Fun, Gallantry, Generosity, Gentility, Giving, Global view, Good will, Goodness, Grace, Gregariousness, Growth, Guidance, Happiness, Hard work, Harmony, Having a family, Health, Heart, Helpfulness, Helping other people, Helping society, Heroism, Holiness, Honor, Hopefulness, Hospitality, Humor, Hygiene, Impartiality, Independence, Industry, Influencing others, Ingenuity, Inner harmony, Inner peace, Innovation, Inquisitiveness, Insightfulness, Inspiration, Intellectual status, Intelligence, Intensity, Intimacy, Intrepidness, Introversion, Intuition, Intuitiveness, Inventiveness, Investing, Involvement, Joy, Judiciousness, Justice, Keenness, Kindness, Knowledge, Liberation, Liberty, Liveliness, Location, Logic, Longevity, Love, love of (patriotism), Loyalty, Majesty, Making a difference, Market position, Maturity, Maximum utilization (of time and resources), Meaning, Meaningful work, Meekness, Mellowness, Merit, Meticulousness, Mindfulness, Modesty, Money, Motivation, Mysteriousness, Nature, Neatness, Nerve, Non-violence, Obedience, Open-mindedness, Openness, Optimism, Order, orderliness, Organization, Originality, Outlandishness, Outrageousness, Peace, Perceptiveness, Perfection, Perfection (e.g. of details), Perkiness, Perseverance, Physical challenge, Piety, Playfulness, Pleasantness, Pleasure, Poise, Polish, Popularity, Positive attitude, Potency, Power, Practicality, Pragmatism, Precision, Preparedness, Presence, Preservation, Privacy, Pro-activity, Professionalism, Progress, Prudence, Public service, Punctuality, Purity, Quality of what I take part in, Quality of work, Quality relationships, quietude, Realism, Reason, Reasonableness, Recognition, Recreation, Refinement, Reflection, Regularity , Relaxation, Reliability, Religion, Religiousness, Reputation, Resilience, Resolution, Resolve, Resourcefulness, Respect, Respect for others, Responsibility, Responsiveness, Rest, Restraint, Results-oriented, Reverence, Richness, Rigor, Romance, Rule of Law, Sacredness, Sacrifice, Safety, Sagacity, Saintliness, Sanguine, Satisfaction, Satisfying others, Security, Self-control, Self-givingness, Self-reliance, Self-respect, Selflessness, Sensitivity, Sensuality, Serenity, Service, Sexuality, Sharing, Shrewdness, Significance, Silence, Silliness, Simplicity, Skill, Skillfulness, Solidarity, Solitude, Sophistication, Soundness, Speed, Spirit, Spirit in life (using), Spontaneity, Spunk, Stability, Standardization, Status, Stealth, Stillness, Strength, Success, Supervising others, Support, Supremacy, Surprise, Sympathy, Synergy, Teamwork, Temperance, Thankfulness, Thoroughness, Thoughtfulness, Thrift, Tidiness, Time freedom, Timeliness, Tolerance, Tradition, Traditionalism, Tranquility, Transcendence, Trustworthiness, Understanding, Unflappability, Uniqueness, Unity, Usefulness, Utility, Valor, Variety, Victory, Vigor, Virtue, Vitality, Vivacity, Warmth, Watchfulness, Wealth, Willfulness, Willingness, Winning, Wisdom, Wittiness, Wonder, Work under pressure, Work with others, Working alone, Youthfulness, Zeal
What would you add to the list?
Recognize the opposing forces which may show up in your Advisor Alliance Team as various symptoms:
