The Impact of Culture on Sales Force Productivity

18 January 2023


Sales organizations are often distinguished by culture – the unique set of values, traits, and characteristics that seem to define their salespeople and approach to selling. This research investigates the impact of culture on sales organization effectiveness. It focuses on how companies value sales culture, their approaches to defining or influencing it, and the most effective approaches to cultivating and sustaining beneficial sales culture. The research also seeks to quantify the relationship between sales organization performance and sales culture.

Resources available on this research

Research First Look

Listen as we discuss our first look at recently concluded research. This webcast features initial research findings, expert commentary, and an interactive Q&A session with attendees.

Full Research Report

A comprehensive report of findings including executive summary, management recommendations, and detailed analysis.

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