By @SimonCocking, review of Business Development Culture, Taking Sales Culture Beyond the Sales Team. By Alex Moyle available from KoganPage here

Business Development Culture defines how to facilitate a sales-oriented perspective throughout a company culture, enabling it to sell more on an ongoing and consistent basis. Highly practical in its approach, this book empowers readers to break away from the frustrations of missed opportunities and lost leads, and to escape the repetitive ‘feast and famine’ sales patterns. Providing direct guidance on the implementation of an immersive business development culture, this book will ensure that the wider objective of generating business profit is embraced by the entire organization, not just the sales team.

Easily tailored to maximize current processes, Business Development Culturefeatures numerous tools and market-tested insights to support leaders in adapting their approach at both team and strategy levels. This invaluable guidance to an ever-widening issue is driven through the author’s extensive experience as a trainer, and a series of impacting interviews from across the industry. Insightful, practical and directly relevant, this book is an essential read to achieve stable, consistent growth, and ultimately, long-term profits.

Culture is so important these days for your business. There is a lot of truth in the observation that people don’t leave bad companies, they leave bad managers. High staff turnover is expensive, in terms of recruitment costs, and the time wasted, training up people that don’t stay, and also having members of the team that are unhappy and a poor fit for your organisation. The challenge, as always is how do you manage to have a better culture, that encourages people to want to stay, and give their best for their company. If this is even possible?

Moyle attempts to get to grips with this challenge through a series of interesting chapters. The book deconstructs and analyzes the various elements to these challenges and attempts to provide solutions and strategies to manage to achieve this. At the same time the book is prefaced by the declaration that this is a complex challenge, and also that we are facing a dynamic and rapidly changing work environment and culture too. In some ways this is not a bad consideration to be aware of, as it illustrates that there is no one size fits all solution. This makes for a better read and valuable book, as it offers you a range of areas to consider and solutions to try out.

It is an interesting addition to the literature of this field, and it could be useful for those companies open enough to assess and want to change their own work culture.


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