Values Are the Key to How to Increase Sales and Business Success ...

Credit L Hoagland-Smith

Yesterday, I invested some time to illustrate how values are the key to increase sales and achieved business success.? This illustration is based upon the following premises:

1. The purpose of business is to serve the community
2. Organizations are the natural place for innovation and growth
3. Teams do more than individuals working alone
4. Having individuals with strong positive core values begins a natural alignment
5. Behaviors must be identified and linked to positive core values

There is much written on business ethics and positive core values. Yet very little is demonstrated through illustrations as to how this all works together to create organizational or business success as demonstrated by a high performance culture from the customer service to sales to production to upper level management.

For it is the behaviors that are observed when things do not go right in the organization. How many times have I witnessed these scenarios:

• Employees are sent to training to overcome a challenge. Within three to six months, the poor behaviors returned as evidenced by the lack of results.
• Employees are hired by the small business owners.? He or she fires them within a few weeks because they are ?idiots.?? Who was the idiot who hired them?
• Management wants to increase sales.? Then keeps moving the goal post line for the sales team and changes the rules every 5 minutes.
• The community welcomes a new company only to find some of its practices are wasteful and not sustainable.

All of these scenarios are because there was a lack of? values alignment from some of the individuals to the community. This is why it is so critical to have a solid values statement within the strategic plan and most importantly shared, communicated and reinforced by the small business owners to the C Suite management. Sales Training Coaching Tip:? Read From Values to Action by Harry Kraemer to understand why values based leadership is critical to your organizational or business success.

Poor performance is evidence by behaviors. Yet discussing behaviors seems to make people uncomfortable.? Until the acceptable behaviors are identified and those are in alignment throughout the organization, poor and inconsistent results will continue. In today?s highly competitive marketplace, no organization or business can afford to waste any resources be them:

• People
• Energy
• Money
• Emotions

Consider now as the time to construct a positive core values statement and share it with all of your team members. Just make sure you as a values based leader model those desired behaviors and enforce it when necessary to ensure consistent performance by all within your business.

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Source: http://processspecialist.com/increasesales/management/values-key-how-to-increase-sales-business-success/

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