Published on March 7, 2014
Culture as Revenue 5 Ways Culture Drives Proﬁt photo by: amagill Culture Science
RoundPegg unleashes your business potential using real-time culture science. RoundPegg Boulder, CO Dr. Natalie Baumgartner & Brent Daily Co-founders, RoundPegg Culture Science
Culture Deﬁned Communication ! What are the norms for interaction? Culture Rewards ! What actions are rewarded? ! How we do things around here. Decisions ! How are decisions made? Culture Science
Culture Misnomers Perks create culture Culture is universal Culture is top down Culture can’t be measured Diverse teams always win Culture Science
Agenda 1 On-boarding (RoundPegg) 2 Longitudinal Proﬁt (Aquent) 3 Sales Team Construction (Agility Recovery) 4 Support as Sales Differentiator (Webtrends) 5 Engagement (Kaiser Permanente) Culture Science
Culture as 1 Revenue Onboarding photo by: tax credits Culture Science
Onboarding RoundPegg David Lyon, VP Sales Culture Science
Onboarding Time is Money Top culture ﬁts start generating a positive ROI 2-weeks faster. Culture Science
Onboarding Recommendations Interview for values. Put your best culture ﬁts on the front lines of hiring, test for cultural ﬁt. 1 Focus on individuals. Give the new hire insights into how every team member prefers to operate. Turn the tables. 2 Check in often. After hire check in every 30-days. What’s working/not? 3 Culture Science
Culture as 2 Revenue Longitudinal Proﬁt photo by: dafnecholet Culture Science
Longitudinal Proﬁt Aquent / Vitamin T Culture Science
Longitudinal Proﬁt Widening ROI 15% Year 1 35% 18-months Culture Science
Maintaining Fit/Proﬁt Recommendations Monitor concerns. Check in with employee during 1:1s around areas where they may get frustrated. Give them tools to bridge differences. 1 Ease interpersonal dynamics. Assume there is a ‘ﬁt’ problem before leaping to solution. 2 Establish a regular forum. Provide time and method for team members to vent. 3 Culture Science
3 Culture as Revenue Team Construction photo by: maybeemily Culture Science
Team Construction Agility Recovery Culture Science
Team Construction Recommendations Align communication. Strive for assembling those who communicate and make decisions similarly. 1 Align rewards. Ensure everyone desires the same types of rewards*. 2 Complement operational traits. Pair up those who bring different strengths to the table from a skills perspective. * Don’t assume everyone is only motivated by money. Culture Science 3
Culture as 4 Revenue Culture Differentiation photo by: bloodybee Culture Science
Sales Differentiator Webtrends Culture Science
Sales Differentiator Selling Your Culture Culture Science
Sales Differentiator Recommendations Sell your values. What makes you different from competition in a way that beneﬁts customers. 1 Model values to replicate success. Identify core value drivers to provide top ﬂight performance. 2 Celebrate values. Use sales wins as a way to reinforce culture values rather than focusing only on the dollars. 3 Culture Science
Culture as photo by: Markus Grossalber 5 Revenue Engagement Culture Science
Engagement Kaiser Permanente Culture Science
Engagement Indirect Revenues ! 11 ! Percent increase in patient satisfaction from top engaged medical staff Culture Science
Engagement Recommendations Engagement is personal. Ask each report - what motivates, how to best communicate and how to reward. 1 Check in. Create frequent avenues for employees to provide feedback on what can be improved. 2 Develop. Reengage based on individual’s values and motivations, not your own. 3 Culture Science
Culture is Revenue Summary 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 Culture Science
Let’s Talk Culture & Engagement RoundPegg ! email@example.com Boulder, CO +1 720.663.7344 roundpegg.com @roundpegg Culture Science
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