Increase Sales in Your Organization by Building a Culture of Positivity

culture of positivity

B Positive isn’t just my blood type — it’s also my philosophy.

How do people reach success? Well, the common thread in my past endeavors is happiness. When people are happy and begin to envision success, they become an unstoppable force.

If we want our organizations to be their best, we need to be positive. We need to lead by making good decisions that produce end results that benefit everyone.

How to Build a Positive Culture

Sure, there’s the mentality that if you’re going to make an omelet, you’ll have to crack a few eggs. Yes, there’s stress in any organization. You’ll need to have tough conversations with people as you lead them and hold them accountable.

Yet in a culture of positivity, people realize you’re all on the same team. You’re working towards the same goal. People with a common goal and positive attitude view tough conversations as a challenge, not a threat. Ultimately, they move forward for the good of the organization. (Or they don’t make it in sales and you’ll hire someone who wants to get on board.)

This is how you create that culture… the culture of positivity.

1. Create a Clear Line of Sight

Show your employees the big picture. When we understand the reason for our work and our role in the team’s success, our work becomes easier because it’s purposeful. So explain to your team:

  • What’s the end goal?
  • What happens when the organization is successful?

Then make sure each person knows how they fit into the big picture. How do they help the company reach its goal? Why is their role important?

One of the best ways to do this is to explain what problem you’re solving as a team. Everybody is happier solving problems than they are identifying problems. So focus on how you’re effectively resolving issues and making the workplace better.

2. Set the Tone

As a leader, you need to cast a vision and lead by example. Communicate your focus and then lead from the front. Think of it like pulling spaghetti. When someone makes spaghetti, they have to get in front of the machine and pull the noodles out. They don’t sit in the back and jam it through. They actually guide the dough from the front.

That’s your job as a leader. You guide your employees in attitude, work ethic, and values.

3. Surround Yourself With People who WANT to Be Part of Your Culture

You need people on your team who are willing to be positive. Establish core values and hold people accountable to them — even your customers. Only work with companies that align with those values. If you have any core value violators — customers, employees, vendors — get rid of them immediately. Core value violators are like a virus that can infect your entire organization.

Once you have your goals and culture established, make sure you’re recruiting people who are willing to join that culture. Everybody from the bottom to the top needs to feel as though they have a stake in the outcome and be willing to positively contribute to the team.

What’s So Bad About Negativity?

It isn’t hard to find negative people. We can write negativity off as the norm or even chalk it up to humor. But who really wants to be in the culture negativity creates?

We’ve all been part of a negative culture — even if we didn’t realize it at the time. In these organizations, you’re told what you did wrong… constantly. You’re never told what you did right. Your boss brings their shortcomings and negativity to the table. They’re leading by example. They don’t feel successful, so you don’t feel successful. You feel like you’re barely scraping by as you eat your way through each day, ready for the evening. You’re watching the ship sink without the energy to run any rescue ops.

No one wants to work in a place like this. No one thrives in these cultures. See, most of what goes on in our lives is internal, not external. If we’re not in a positive culture, it affects our internal selves. We’re negative about life, finding faults rather than silver linings.

I just talked to a friend who was promoted this week. The new job is awesome! She’ll be doing what she wanted to do and earning more money… but not as much as she expected. Now, she doesn’t know if she should take the promotion. She’s been in a toxic culture for a while and that negativity is skewing her perspective.

I told her, “Life is going to be better! The only negative is that the money isn’t exactly what you wanted — but you’ll enjoy what you do. You spend about 70% of your awake time at work — the money isn’t as important as actually enjoying your work!” That’s the big picture. But because she’s been in a negative culture, she couldn’t see it.

Sometimes it’s hard to see the forest when we’re in the trees. And even the best of us can lose perspective when we’re surrounded by negativity.

Start With You

A positive culture starts at the top and works its way down. Effective leaders create the vision. Then they take their vision from “me” to “we.” They cast that vision for the entire team and get everyone working in the same direction.

Leaders impact and administrators preside. Be the leader. Leaders make changes and grow their people. They make a difference. Administrators just make sure there’s governance on what everyone’s supposed to be doing. Leaders make it happen. They’re leading the pack to accomplish goals that benefit everyone.

Great leaders, positive leaders, do what it takes to make the entire team successful and create a culture that keeps that success going.

How to Increase Sales By Returning Calls Faster

How to Increase Sales By Returning Calls Faster

Online leads are great — customers come to you, ready to talk about what you offer! With this kind of killer lead, wouldn’t you want to jump on the opportunity to sell? Of course!

So why aren’t you responding faster?

Companies who respond to their online leads within an hour of receiving their query are seven times more likely to have a meaningful conversation with the decision maker… but only 37% of companies follow up that quickly.

Even one hour makes a difference.

We’ve had this problem too. See, lots of leads come in when it’s not convenient. Your future customer is chillin’ at home, watching Netflix, and surfing the internet on their phone. Your company piques their interest so they fill out a web form and you get their info. Soon, they’re going to move on, so you need to engage them immediately, while you’re still on their radar.

That’s why I created Beaclock — a way for salespeople to get leads instantly no matter what time it is or where they are. If we want to increase our chances of making a sale, we need to contact leads immediately, before they get distracted and lose interest.

The Danger of the Spreadsheet

Lots of systems automatically document online contact forms in a spreadsheet — that’s what our old system did too. We’d then look at the sheet, ask the salespeople to reach out, and hope they followed through.

Beaclock does things differently. As soon as a lead comes in, the app notifies the salesperson on their phone so they can call right away. This has tripled our conversion rate. If you want to increase your sales, you have to interact with the leads while they’re hot — and that means contacting them ASAP.

Gain Momentum

Leads no longer die waiting on the spreadsheet. With immediate notifications, you have the chance to capitalize on their interest. So, when you follow up, do it with energy! Capitalize on the momentum of their initial interest to book an appointment and make a sale.

The purpose of your first call is to book an appointment — not to answer all their questions. Maybe your call sounds like this:

“Hi, Mr. Customer, I just got your information. I see that you’re interested in exploring what it would take to switch to our service. I would love to schedule a time to meet you. Are you available tomorrow at 2:00 to come in and check out what we have?”

Then give them an incentive to come. Offer them something for booking the appointment that gets them into your store ASAP. If you book too far out, you’re less likely to close the sale. You want to have the chance to close the deal before they’ve mentally moved on.

Leads have a quick expiration date — if you don’t act quickly, you’ll be too late. So, right out of the gate, you want to respond with energy and schedule an appointment.

How Fast Is ASAP?

We’ve been talking about following up ASAP, but let’s look at how that actually unfolds. Follow-up should always happen within an hour of getting the lead and use three points of communication: call, text, and email.

When a lead comes, call them immediately (until 8:30-9:00 pm in their timezone). Not all calls will be answered, but numbers with the same area code are answered more often. With Beaclock you can use that to your advantage and automatically push the lead to a salesperson with the same area code.

If they don’t answer, leave a friendly message, then contact them with two other points of communication: email and text. Maybe the customers can’t answer because they’re at work, in school, or in a place where they can’t talk. You can still open the conversation! If you initiate the conversation via email or text, you can start having the same discussion as you would on the phone.

Choose First Responders Wisely

Not all salespeople are created equal. Some are better on the phone than others. So decide who’s going to call back your leads… and do it well. Your top salesperson won’t always be your best choice. To choose the best fit, ask yourself these questions:

1. How valuable is the lead?

How much did you spend on the name? Was it a $2 lead for a slightly interested prospect or a $50 lead who’s ready to buy? The more you pay, the more carefully you need to choose the follow-up person.

2. Who has the best phone skills?

Not everyone is good on the phone. Train your employees on how to make a good phone call and make them practice. Role play works great. Employees should literally sit with their managers and pretend to call ten leads (or more!) before calling their first lead. Otherwise, they won’t do well. It takes work.

We’ve struggled with this too. Great salespeople sometimes don’t have the confidence they need on the phone. Maybe they think the sale won’t convert so they just call out of obligation. But, if they call because they want to win the sale, you’ll hear a different level of confidence and energy in their voice — and those qualities convert more sales!

So don’t assume you know who’s best. Listen back to the calls so you know just how your salespeople do on their calls. Just because John is a great salesperson doesn’t mean he’s always your best phone follow-up guy. If a lead costs $50, it’s worth the 30 seconds it takes to listen to that call. You don’t have to listen to all the calls your team makes, but listen to enough of them to decide how to delegate the next lead that comes in.

3. Who has the capacity to follow up?

Some of your salespeople may be too tired or busy to call back. Make sure you choose someone who can give the prospect time and energy.

Then hold them accountable. As a manager, you should know:

  • Did they make the call?
  • What was the call quality?

When you can answer those two questions, you’re on your way to building a scalable marketing plan that drives sales to your store. But if you don’t have time to listen to a recording from yesterday and coach your people on better calls, you won’t win in the online marketing world.

For more resources for training your sales team, check out these 7 Unlikely Sales Books Every Salesperson Should Own.

If you’re gathering online leads, make sure you’re being intentional about how you follow up. When your team has the chance to contact these leads while they’re hot and you have your finger on the pulse of that follow-up, your investment in online marketing will multiply.