Theme 3: SALES ENVIROMENT

Over-View:
Your sales environment is the culture, habitat, and camaraderie you cultivate for your
sales team. It encompasses everything from how you physically organize your sales floor
to the emotional environment you encourage in meetings and presentations to how you
incentivize your sales representatives.

Organisation’s sales culture plays a huge role in all of those factors — among several others. How
much your salespeople sell, how productive they are, and how long they stay with your company
are all functions of your sales culture's quality.

The culture of your organization defines not only what you do, but also the who, where,
when, how, and why of it all. Understanding sales culture is the first step to figuring out
how to define yours. A company culture, good or bad, is an all-inclusive element that you
develop, grow, and maintain over time with certain standards and practices in place. It is
effectively the sum of the attitudes, values, and habits that characterize your team.
Some words that could be used to describe a culture are:
 Competitive
 Intense
 Independent
 Merit-based
 Supportive

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  Transparent
 Democratic
 Social
 "Work Hard, Play Hard"
While those descriptors are all at least somewhat positive, not every sales culture
embodies them. And in many cases, a sales culture can be characterized by words like
stressful, cutthroat, drab, or unprofessional.
There's no definitive blueprint for a successful sales culture — they come in various
shapes and sizes. But while the ingredients of a healthy, productive culture might vary by
company, the indicators of one are relatively consistent.
Let's take a look at what you should strive for.

Good sales culture:

A successful sales culture brings out the best in your salespeople, that means:
 Healthy competition
 The ability to quickly identify problems in the sales process and adjust as needed
 Collaboration and knowledge sharing
 Trust and communication (both within the team and the greater organization)
 A common vision
 Continual learning and development
 Accountability
 Fair compensation

High performance sales culture:

Sales is often a fast-paced, competitive environment. It’s important that your reps can
keep up. A high-performance sales culture will demand the effort, execution, and growth
required to be successful. It focuses on clear goals, researched strategies, concise
actions, and impactful feedback. This type of culture also features trust and respect that
prevents competition and authority from becoming toxic or judgemental.
How to Build a Sales Culture.
1. Foster friendly competition.
2. Combat high rep turnover.
3. Commit to agile philosophy.
4. Effectively collaborate and share knowledge.
5. Build trust and communication.
6. Share a common vision.
7. Require ongoing learning and development.
8. Maintain accountability.
9. Highlight individual accomplishments and talents.

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PEST FACTORS
Nowadays, almost every company can operate in any country, thanks to
internationalization and globalization. However, there are certain conditions to consider
before opening a branch in a new place. You may have heard few variations of analysis'
name: PESTEL, PESTLE and PEST. PESTEL or PESTLE is the same, and this analysis
concerns political, economic, social, technological, legal and environmental aspects. A
PEST analysis covers all the factors mentioned above, apart from legal and environmental
aspects.

POLITICAL

These determine the extent to which government and government policy may impact on
an organisation or a specific industry. This would include:
1. political policy and stability – civil unrests
2. trade policies
3. government tax policies
4. trade policies

ECONOMIC

An economic factor has a direct impact on the economy and its performance, which in
turn directly impacts on the organisation and its profitability. Factors include:

1. interest rates
2. employment or unemployment rates
3. raw material costs
4. inflation rate
5. employment rate/unemployment rate
6. disposable income
7. economic growth rate
8. foreign exchange rates

SOCIAL

The focus here is on the social environment and identifying emerging trends. This helps a
marketer to further understand consumer needs and wants in a social setting. Factors
include:
1. changing family demographics

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 2. education levels
3. cultural trends
4. attitude changes
5. changes in lifestyles
6. cultural barriers
7. population growth

TECHNOLOGICAL

Technological factors consider the rate of technological innovation and development

that could affect a market or industry. Factors could include:
1. changes in digital or mobile technology
2. automation
3. research and development
4. level of innovation
5. cyber security
6. technological awareness
7. internet availability and speed

There is often a tendency to focus on developments only in digital technology, but

consideration must also be given to new methods of distribution, manufacturing and
logistics.

Advantages of PEST analysis for businesses

1. Guaranteed compliance
2. Evaluate trends
3. Preparedness for threat
4. Track the economy
5. Cost-effectiveness
6. Easy to understand
7. Discover innovations
8. Exploit opportunities
9. Provides direction
10. Long-term strategic planning
11. Alertness development

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