PANEL – Understanding and Managing Sales Force Culture

31 October 2019


Many sales forces have deeply embedded cultures that forcefully influence salesperson behavior. Yet management often overlooks the importance of culture when considering how to change, adapt, and develop the sales organization. In this panel discussion we consider the most important elements of sales organization culture, how they influence salesperson behavior and mindset, and how to harness culture to drive positive change management initiatives affecting the sales force.

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