Learning by Experience 37

Culture eats strategy for breakfast.

In 2005, I left my position of marketing director and started to work as a sales director. Sales management naturally requires even stronger leadership skills, as you manage crowded teams ... However, it is essential to master technical business in a very strategic way.

So? Correct sales team structuring, customer segmentation, targeting, allocation of resources, implementation of actions determined according to the customer compliance curve, personal follow-up, individual and team performance management, bonus management, and the ability of everyone in the field manager position to be a "super coach" were my top priorities.

On sales excellence issues, we have worked very intensely with one of my 5 + 5 general managers, who are now “realized”, and the whole team came to our dream points in a short time.

 

In these large sales teams of 500+ people, it is very critical to create a common language as well as ethical understanding. Being ethical is not complying with the rules, always doing the right thing.

 

In line with the brand strategy created by marketing, it was vital to make the most perfect and successful application in the field.

 

There is a saying; culture eats strategy for breakfast... Even if it bounces from there, the imperfect application can eat the strategy for lunch.

 

I saw that very clearly.