How to build a sales-oriented organizational culture
- José Maria Vich
- Jul 24, 2025
- 3 min read
https://www.linkedin.com/pulse/c%C3%B3mo-construir-una-cultura-organizacional-orientada-ventas-vich/
"Change" is a word that makes many people shudder; but in today's world, we must adapt and be:
· In a continuous state of learning.
· Willing to work in a constantly changing environment.
A sales-oriented organizational culture can be perceived from the moment you enter a business. Let's take an example:
You walk into a company building and the receptionist is smiling and friendly.
The check-in process is simple and quick.
The meeting rooms are fully equipped and clean.
Your contact arrives on time and with a good attitude.
The treatment is friendly and conciliatory.
The entire team you speak with is professional.
Because in a modern company, everyone sells!
A sales-oriented organizational culture is fundamental. It is based on:
Sales-focused leadership: the management team practicing the organization's values, supporting the team, engaging with customers, providing the necessary resources, and continuously measuring results; the CEO must be a company's first salesperson, frequently visiting its best customers and prospects.
Customer Service: being empathetic, knowing and understanding their needs, satisfying them, and knowing how to say no; at all levels.
Teamwork: a group of people across the organization continually supporting each other to meet customer and peer requirements, direct communication, and ongoing feedback among team members.
Defined processes: defined sales and operations methods and procedures that provide clarity for team members on what, who, how, and when controlled, reviewed, and tested processes should be executed within the organization.
Everything is focused on and for the CUSTOMER, from digital to in-person environments; the team is the best ambassador for the brand, both online and offline.
It's fantastic to work for a company with a sales-oriented organizational culture. All of this allows the team to achieve and exceed goals. This doesn't mean it's an easy process; part of the complexity is permeating this culture throughout the organization and maintaining it. There's a lot of work to be done.
And mind you, I'm not just talking about creating beautiful, modern environments with video games, free fruit and coffee, and relaxation areas; it's much more than that.
It's very rare to find an organization with a sales-oriented culture, although only those that do achieve their goals and endure.
You've probably seen everything from small businesses to multinational companies that have been in business for several years, whose culture has been a factor in their longevity and success.
You can probably find two or three examples around you.
I particularly recommend reading a book that Ronald C. Stern recommended to me years ago: "A Business and Its Beliefs" by T. Watson, the story of IBM told through the lens of the company's purpose. It's highly recommended for bringing leadership down to its basics and the human element that works best.
I invite you to reflect and share: what cultural factors can you identify in these businesses that are decisive in their continued market presence? How could you apply these factors in your organization? How can you collaborate with your organization toward its sales goals from your position?
And one last thought: digital is vital in companies today, yes, but it must be fostered by the corporate culture and with the leadership of managers, don't you think?
There's a #different#way of doing #things. Follow us on Bogota Business Leadership and on our website www.apasiona-t.co
It's a good thing to be grateful, and I personally will be eternally grateful to people like Jorge Zuazola, who taught me the magic of #socialmedia, and of course, to the best salesperson I've ever met, Ronald C. Stern.
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