CUNA Sales & Service Culture Institute
Topics & Objectives

Please note that the Topics/Objectives listed below are subject to change.

Critical Success Factors for a Value-Driven Sales Culture

• Understand the power of an aligned organization
• Learn the relationship management model: Defining the member experience
• Discover the sales management process: Defining the employee experience

Successfully Navigating Organizational Change

• Connect your business drivers to create a service/sales culture
• Discover the steps to implement successful change
• Evaluate the gaps in your current sales culture
• Define your role in the change process

Transitioning to a Sales Environment

• Communicate your vision to staff
• Re-define roles and expectations
• Evaluate organizational needs
• Explain measurement
• Establish team goals and rewards
• Train best practices for sales culture success
• Coach: one-on-one and sales meetings
• Communicate team progress
• Reward progress
• Evaluate overall achievements

Advancing Your Sales Culture

• Add individual goals
• Elevate your coaching process
• Publish progress reports
• Recognize individuals and team successes
• Handle poor performance

Transforming to a High Performance Sales Culture

• Define compensation structures
• Simplify tracking: measurement and information systems
• Advance sales training
• Advance coaching

Action Planning

• Establish an implementation plan