Aligning Your Staff with the Sales Strategy
In one context or another, you’ve probably heard the word “alignment” used repeatedly when it comes to business development, sales training, and in regard to the customer-supplier relationship. There’s no doubt that alignment between you and your customer, or your sales strategy and your staff is a must have for continued success, but how do you get there? If alignment is something you’ve been working toward, in any context of the word, you’ve probably succeeded and failed at achieving it several times. The great part about that is that you are already well on your way to not only achieving alignment, but making it stick. In this post, we have 5 steps that will help you reach alignment consistently.
The culture of an organization is a combination of the values and beliefs of your staff. It can be felt in the organization’s implicit rules and expectations – the rules are not written down, but employees know what is expected of them. Usually management’s policy decisions setup the culture of the organization.
To be fair, every organization’s culture has values and beliefs that either support or hinder the organization’s goals. It’s a part of growing a business and growing your staff. If it is positive, the culture of the organization can motivate employees, or at least prevent them from becoming disengaged. If the climate does not satisfy employees’ needs, it will become a de-motivator and employees will become less inclined to work towards the organization’s goals.
Without alignment, your sales strategy will limp along through a series of successes or failures, or fail completely. Without alignment, your relationship with your customer will not only be less enjoyable for both parties, but it will fail over time.
There are many ways to gain alignment within your organization. You could work through a series of exercises yourself, and/or hire a firm to guide you through the process. One way that we’ve found to be extremely effective when gaining alignment is to follow these 5 steps:
- Clearly communicate the goal
- Share the data (this step is for everyone involved)
- Seek input and incorporate that input into the strategy
- Empower: Assign teas and task the work
- Direct and inspect the rollout of the final strategy
These 5 steps don’t only apply to rolling out an alignment strategy when it comes to sales. You may realize that plugging these steps into a customer relations strategy or even social media strategy is highly beneficial as well.
If you have questions about alignment feel free to post a comment below. If you would like to learn more about how we develop and create alignment strategies, get in touch with one of our Guides. We’d love to hear from you!