Research Report: The Impact of Culture on Sales Organization Productivity

18 January 2023

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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. Available 1 February 2023.

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