Culture in sales teams

Sales teams are one of the most important assets of a company. So, it’s out of the question that there must be a high-quality sales culture to hit the desired goals.

In this article, we’ll break down some of the aspects you can work on to crush a superb culture within your sales team.

Here’s our top tips –

Avoid micromanaging

First of all, be aware of unconscious micromanaging!

Most probably, you already know that employees don’t like being micromanaged, and you believe you don’t do so.

However, if you’re a perfectionist who likes having everything in control at all times, it’s important to be very self-aware and check out for micromanaging practices that you might not have realized you have.

Be very conscious about whether you’re trying to monitor everything; although this gives the illusion of greater control over operations, it can result in lost trust and burnout from your sales team. It also blocks the opportunity of your SDRs or team members to progress or learn.


A good idea is to be especially communicative and transparent about what you care about, which results you wish to be accomplished as a team and how often you would like to be updated.

This way, your team will be aware of what is going on, have a clear vision of the goals to be attained while still have the freedom to manage themselves and do it their own way.

On the contrary, if they feel micromanaged, they will feel disconnected and not put as much as personal effort.

Promote friendly competition

Moreover, considering a friendly competition within the team might also be beneficial for your sales team culture. There is a common myth that competition creates a bad culture. That’s not true if done in the right way.

A healthy competition focuses on offering incentives to good outcomes instead of penalising bad ones.

Positive reinforcement, such as implementing gamification into your team, keeps the motivation and inspiration flowing. Not only salespeople improve their work quality by coming up with more creative solutions, but it usually also deepens the bond between everybody.

When it comes to salespeople, A-players are driven by competition, not to diminish others, but because they understand that competition is the way to develop their full potential and achieve personal and professional success, also resulting in organization success.

Work environment

Another aspect to check out in a sales team, if you want the best culture, is if absolutely everyone is collaborative, motivated, and looking after a common goal. Work ethic and motivation is contagious.

Team collaboration and honest communication is key for increasing positive engagement, allowing for continuous improvement in performance.

To achieve this, we must start by including everyone in our discussions. Talk openly about the lows and highs, and you’ll see an increased bonding and collaboration between colleagues.  

Foster professional growth

Finally, other actions that can help in creating a culture of bond are taking into account each of the team members’ professional growth plans, or congratulating them openly when they bring good results into the table, while trusting them with major projects so they feel accomplished.

The bottom line

To wrap this up, let’s remind that a good sales culture will result in greater and greater business outcomes over time.

However, and most importantly, it will make the workplace a place to grow, enjoy, develop, and create close bonds.

Want more tips to retain talent? Here’s how to keep your employees happy and achieve better results.

Want to read more fresh content about the role of an SDR and sales teams? Check out more articles.