1 thing not talked about enough in sales...
aligning your sales strategy to your company culture
case study:
caught up with a former client
and learned they rehauled their team culture:
• leadership structure
• compensation structure
• and the business model
to fit their ideal clients
you see, their clients demand a lot and the culture had to be reshaped to fit that niche and operate as a performance driven team
It's
• custom to their clients and business model
• in alignment with the core values of the founder and team
• not for everyone (sets a clear tone of who should apply to be a client and member of the team)
Takeaway:
Consider
1 - Your current ideal clients:
Who do you genuinely enjoy working with? Which clients appreciate your services and are willing to invest for the outcomes you deliver?
2 - Your profitability and impact:
Do these ideal clients allow you to deliver exceptional results while maintaining healthy margins? Balance impact, revenue and profit
3 - What actually makes your offering unique:
What makes you so different when serving these clients? Should this be a focal point in your positioning to attract new clients AND team members?