Sales Culture Consultant Todd Cohen Unveils Tools to Measure Sales Culture Success

PHILADELPHIA, November 1, 2012 – Todd Cohen, a popular keynote speaker on the topic of building sales culture in organizations, announced today he has created a methodology for measuring the success of sales cultures in organizations.

“Sales culture success can be measured so companies can see a definite ROI when they implement, monitor and improve the sales environment in their companies,” said Cohen, a sales training keynote speaker who works with companies like Subaru, Corning and Ernst & Young.  “It is not a soft skill.”

Companies can measure success with these three metrics, said Cohen who trains companies ranging from the Fortune 500 to small businesses.

1. Retention. When people know they matter and their work contributes to a positive customer outcome, they will be happy and more likely to stay with the company. People quit when they don’t feel valued, he said. Since recruiting, hiring and training carry real dollar costs, companies can measure success by computing the length of time employees stay with the company. “If employees feel they are part of the team and see that their work matters, they will be happy and stay on the job, thus saving companies hundreds of thousands of dollars in recruiting expenses,” he said.

2. Speed to Execution. “At large companies, people might now know what their co-workers do or who to call to get sales projects moving. When people know who is responsible for different tasks, sales get made,” he said.

3. Grow a Sales Pipeline. “Your pipeline will grow because more people are helping make more sales happen. Further, when people know that what they do every day helps the sales process directly or indirectly – the pipeline will naturally be affected in a good way,” he said.

“Companies are recognizing every day that engaging everyone in sales will improve profits and create new jobs,” said Cohen, author of “Everyone’s In Sales.”

“We all contribute to sales. It is a message that resonates across all disciplines inside Fortune 500 companies, small business, professional service firms, staffing companies, manufacturing, health care and even human resources,” said Cohen.

“I teach in my workshops that what everyone does counts,” said Cohen, who speaks at sales and corporate kickoff meetings, all types of association meetings and trade shows, corporate conferences and retreats, senior leadership meetings and corporate training meetings. “Sales is not just about the sales team – it is very much about the entire organization understanding how their roles are necessary to the company’s long-term success.”