How can you align outside sales with company values?

1 Why alignment matters

Alignment between outside sales and company values is not only a matter of ethics and integrity, but also a competitive advantage. When you align your sales approach with your company's values, you can create a consistent and positive brand image, differentiate yourself from competitors, and foster long-term loyalty and referrals. Alignment also helps you avoid conflicts and confusion within your team and with other departments, as well as potential legal or reputation risks.

2 How to discover your company's values

The first step to align outside sales with company values is to understand what those values are and how they translate into your sales goals and strategies. You can discover your company's values by reviewing its mission, vision, and core values statements, as well as its code of conduct and policies. You can also ask your manager, peers, or mentors for feedback and examples of how they embody the company's values in their sales activities. Finally, you can observe how your company's leaders and top performers demonstrate the values in their actions and decisions.

3 How to communicate your company's values

Once you have a clear idea of your company's values, you need to communicate them effectively to your prospects and customers. You can do this by using stories, testimonials, and case studies that showcase how your company's values have helped solve problems, create value, and make a difference for your clients. You can also use language and tone that reflect your company's values and culture, such as being respectful, honest, and enthusiastic. Additionally, you can use visual aids, such as logos, brochures, and presentations, that reinforce your company's identity and message.

4 How to act on your company's values

Communicating your company's values is not enough; you need to act on them in every stage of the sales process. This can be done by prospecting customers who share or appreciate your company's values and vision, qualifying prospects based on their needs, goals, and challenges, presenting a value proposition that aligns with your company's values and desired outcomes, negotiating fairly and transparently without compromising either party's interests, closing the deal with a win-win agreement that sets clear expectations and commitments for both parties, and following up and nurturing the relationship with your customers through ongoing support, feedback, and value.

5 How to measure your alignment

The final step to align outside sales with company values is to measure your alignment and its impact on your performance and satisfaction. To do this, use various metrics and indicators such as customer satisfaction and retention rates, customer referrals and testimonials, sales quota and revenue, sales feedback and recognition, and sales motivation and engagement. This will not only improve your sales results but also enhance your personal and professional development. You can become a more trusted, respected, and fulfilled salesperson who represents your company with pride and passion.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?