FREE Sales Culture Bottleneck Assessment

Nobody ever calls home and says, "Honey, I'm so excited! Today, I preformed AVERAGE!"

We are all driven to create extraordinary results, but much of what we do to each other in the workplace keeps that from happening. Find out if your workplace is structured so that people can thrive while growing your company more profitably.

Keep track of your "yes" and "no" answers.

1. Do you have a clear vision statement describing the end result of living your company's values in an extraordinary way that gets everyone and everything pointed in the same direction?
   
   

   Yes No

2. Is there a deep level of truth telling where people feel safe addressing the areas that aren't working?
   
   

   Yes No

3. Are your people driven to learn on their own—driven by their desire to perform better?
   
   

   Yes No

4. Do your people commit to their commitments without excuses?
   
   

   Yes No

5. Do people address conflict head on as opposed to having petty conversations about, rather than to, the person they require the change from?
   
   

   Yes No

6. Do you have formal rituals for recognizing each person's successes for the week?
   
   

   Yes No

7. Do you spend more time acknowledging what is working versus addressing what isn't working by a minimum ratio of 5:1?
   
   

   Yes No

8. Are your people able to "see what isn't there and make it happen—as opposed to living by a job description only?"
   
   

   Yes No

9. Are people clear regarding what extraordinary results and behaviors look like in their position?
   
   

   Yes No

10. Do you recruit and hire people who have the right emotional intelligence for their position?
    
    

    Yes No

11. Do you have clearly defined systems for the recurring marketing and sales processes in your business?
    
    

    Yes No

12. Do your lenders, trust officers and others going after big-ticket sales have a multitude of explicit Unique Selling Propositions (USPs) and know how to use them in the sales process to command premium pricing?
    
    

    Yes No

13. Is your training program structured around outcomes and results as opposed to being curriculum driven?
    
    

    Yes No

14. Do you quickly address people who bring the enthusiasm of others down and don't fit into the culture you're trying to create by clearly making your expectations known?
    
    

    Yes No

15. Are your people slotted into jobs where they can best use their unique abilities—those where they possess outstanding skills and also derive maximum energy and enthusiasm?
    
    

    Yes No

16. Do you have an environment where people regularly express appreciation for the efforts of those around them?
    
    

    Yes No

17. Do your salespeople speak in "plain English" as opposed to using banking buzzwords?
    
    

    Yes No

18. Is your vision statement short, known word for word, and lived throughout your organization with all initiatives tied to the vision?
    
    

    Yes No

19. Is your focus on customer success as opposed to customer satisfaction?
    
    

    Yes No

20. Do each of your people feel independently responsible for the results of their team and the results of the bank?
    
    

    Yes No

21. Do your sales managers know how to coach the five "must have" components of a sales process to assure your sales people are closing deals at a ratio that exceeds 90 percent?
    
    

    Yes No