Culture eats strategy for breakfast, as management theorists have pointed out. But sales organizations don’t give as much thought to culture as they do to strategy. Given the often autonomous nature of many sales roles, culture’s impact can be especially important in shaping the decisions salespeople make, and their attitudes toward the firms they serve.
In this panel we investigate the relationship between sales force culture and sales productivity, review recent research on sales culture, and discuss best practices for management interested in cultivating healthy sales culture.
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