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Lately, company culture has been making big moves from "beneficial" to "essential". A healthy culture is now one of the most important indicators of long-term financial health, and it's time that it should be addressed as such. This webinar will focus on five ways that culture affects sales, sales teams and sales process and how executives can harness what makes them unique to drive the top line. Join Brent Daily, Co-Founder & COO of RoundPegg, and Natalie Baumgartner, Co-Founder & Chief Psychologist of RoundPegg as they illuminate and explain the important connections between culture and revenue. This webinar will cover culture's influence on: - Onboarding new hires - Team construction and effectiveness - Longitudinal profit - Sales and support differentiation - Engagement and re-engagement And more...
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Culture Sciencephoto by: amagill
Culture as Revenue 5 Ways Culture Drives Profit
Culture Science
RoundPegg Boulder, CO
Dr. Natalie Baumgartner &
Brent Daily Co-founders, RoundPegg
RoundPegg unleashes your
business potential using real-time culture science.
Culture Science
Culture Defined
Culture !
How we do things around here.
Communication !
What are the norms for interaction?
Decisions !
How are decisions made?
Rewards !
What actions are rewarded?
Culture Science
Culture MisnomersPerks create culture
Culture is universal
Culture is top down
Culture can’t be measured
Diverse teams always win
Culture Science
Agenda1
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On-boarding (RoundPegg)
Support as Sales Differentiator (Webtrends)
Longitudinal Profit (Aquent)
Engagement (Kaiser Permanente)
Sales Team Construction (Agility Recovery)
Culture Sciencephoto by: tax credits
Culture as Revenue1
Onboarding
Culture Science
OnboardingRoundPegg David Lyon, VP Sales
Culture Science
OnboardingTime is Money
Top culture fits start generating a positive ROI 2-weeks faster.
Culture Science
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Focus on individuals. Give the new hire insights into how every team member prefers to operate. Turn the tables.
OnboardingRecommendationsInterview for values. Put your best culture fits on the front lines of hiring, test for cultural fit.
Check in often. After hire check in every 30-days. What’s working/not?
Culture Sciencephoto by: dafnecholet
Longitudinal ProfitCulture as Revenue2
Culture Science
Longitudinal ProfitAquent / Vitamin T
Culture Science
Longitudinal ProfitWidening ROI
Year 1
15% 35%18-months
Culture Science
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Maintaining Fit/ProfitRecommendations
Establish a regular forum. Provide time and method for team members to vent.
Monitor concerns. Check in with employee during 1:1s around areas where they may get frustrated. Give them tools to bridge differences.
Ease interpersonal dynamics. Assume there is a ‘fit’ problem before leaping to solution.
Culture Sciencephoto by: maybeemily
Team ConstructionCulture as Revenue3
Culture Science
Team ConstructionAgility Recovery
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Team ConstructionRecommendations
Complement operational traits. Pair up those who bring different strengths to the table from a skills perspective.
Align communication. Strive for assembling those who communicate and make decisions similarly.
Align rewards. Ensure everyone desires the same types of rewards*.
* Don’t assume everyone is only motivated by money.
Culture Sciencephoto by: bloodybee
Culture DifferentiationCulture as Revenue4
Culture Science
Sales DifferentiatorWebtrends
Culture Science
Sales DifferentiatorSelling Your Culture
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Recommendations
Model values to replicate success. Identify core value drivers to provide top flight performance.
Sell your values. What makes you different from competition in a way that benefits customers.
Sales Differentiator
Celebrate values. Use sales wins as a way to reinforce culture values rather than focusing only on the dollars.
Culture Sciencephoto by: Markus Grossalber
EngagementCulture as Revenue5
Culture Science
EngagementKaiser Permanente
Culture Science
!!Percent increase in patient satisfaction from top engaged medical staff
EngagementIndirect Revenues
11
Culture Science
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EngagementRecommendations
Develop. Reengage based on individual’s values and motivations, not your own.
Check in. Create frequent avenues for employees to provide feedback on what can be improved.
Engagement is personal. Ask each report - what motivates, how to best communicate and how to reward.
Culture Science
SummaryCulture is Revenue
CULTURE
Culture is not a touchy-feely endeavor. There is a direct connection to the top-line. !
Understanding your sales teams’ core values will enable you to properly motivate and point them toward success.
Culture Science
+1 720.663.7344 roundpegg.com
@roundpegg
RoundPegg Boulder, CO
Let’s Talk Culture & Engagement
