The well-known maxim, “Culture eats strategy for breakfast” is especially applicable to sales organizations. Sales forces with robust, performance-based cultures wield an advantage over peers based on their ability to attract, motivate, and retain the best sales talent.
Just as strategy requires updating in response to changing circumstances, maintaining a healthy sales culture often requires management intervention to stay on course. This is particularly true in disruptive or challenging environments, like those we’ve seen during the pandemic and its recovery, with its accompanying labor market and supply challenges.
This webcast considers management’s role in sustaining a healthy, performance-based sales culture. Presenters detail common pitfalls that can undermine the positive effects of culture, and outline the steps management should take to reinforce the values and behaviors essential to an enduring sales culture.