Culture Sciencephoto by: amagill

Culture as Revenue 5 Ways Culture Drives Profit

Culture Science

RoundPegg Boulder, CO

Dr. Natalie Baumgartner &

Brent Daily Co-founders, RoundPegg

RoundPegg unleashes your

business potential using real-time culture science.

Culture Science

Culture Defined

Culture !

How we do things around here.

Communication !

What are the norms for interaction?

Decisions !

How are decisions made?

Rewards !

What actions are rewarded?

Culture Science

Culture MisnomersPerks create culture

Culture is universal

Culture is top down

Culture can’t be measured

Diverse teams always win

Culture Science

Agenda1

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On-boarding (RoundPegg)

Support as Sales Differentiator (Webtrends)

Longitudinal Profit (Aquent)

Engagement (Kaiser Permanente)

Sales Team Construction (Agility Recovery)

Culture Sciencephoto by: tax credits

Culture as Revenue1

Onboarding

Culture Science

OnboardingRoundPegg David Lyon, VP Sales

Culture Science

OnboardingTime is Money

Top culture fits start generating a positive ROI 2-weeks faster.

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Focus on individuals. Give the new hire insights into how every team member prefers to operate. Turn the tables.

OnboardingRecommendationsInterview for values. Put your best culture fits on the front lines of hiring, test for cultural fit.

Check in often. After hire check in every 30-days. What’s working/not?

Culture Sciencephoto by: dafnecholet

Longitudinal ProfitCulture as Revenue2

Culture Science

Longitudinal ProfitAquent / Vitamin T

Culture Science

Longitudinal ProfitWidening ROI

Year 1

15% 35%18-months

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Maintaining Fit/ProfitRecommendations

Establish a regular forum. Provide time and method for team members to vent.

Monitor concerns. Check in with employee during 1:1s around areas where they may get frustrated. Give them tools to bridge differences.

Ease interpersonal dynamics. Assume there is a ‘fit’ problem before leaping to solution.

Culture Sciencephoto by: maybeemily

Team ConstructionCulture as Revenue3

Culture Science

Team ConstructionAgility Recovery

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Team ConstructionRecommendations

Complement operational traits. Pair up those who bring different strengths to the table from a skills perspective.

Align communication. Strive for assembling those who communicate and make decisions similarly.

Align rewards. Ensure everyone desires the same types of rewards*.

* Don’t assume everyone is only motivated by money.

Culture Sciencephoto by: bloodybee

Culture DifferentiationCulture as Revenue4

Culture Science

Sales DifferentiatorWebtrends

Culture Science

Sales DifferentiatorSelling Your Culture

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Recommendations

Model values to replicate success. Identify core value drivers to provide top flight performance.

Sell your values. What makes you different from competition in a way that benefits customers.

Sales Differentiator

Celebrate values. Use sales wins as a way to reinforce culture values rather than focusing only on the dollars.

Culture Sciencephoto by: Markus Grossalber

EngagementCulture as Revenue5

Culture Science

EngagementKaiser Permanente

Culture Science

!!Percent increase in patient satisfaction from top engaged medical staff

EngagementIndirect Revenues

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EngagementRecommendations

Develop. Reengage based on individual’s values and motivations, not your own.

Check in. Create frequent avenues for employees to provide feedback on what can be improved.

Engagement is personal. Ask each report - what motivates, how to best communicate and how to reward.

Culture Science

SummaryCulture is Revenue

CULTURE

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 Science

+1 720.663.7344 roundpegg.com

@roundpegg

RoundPegg Boulder, CO

Let’s Talk Culture & Engagement

!brentdaily@roundpegg.com