Managing Sales Culture

Sales organizations can sometimes have distinct cultures – unique combinations of values, traits, and characteristics that define their salespeople and approach to selling. Recent SMA research identifies strong correlation between firms with distinctive sales culture and firm sales productivity.

In this session, we explore the origins and influences on sales culture, its impact on sales force performance, and the role of management in forming, guiding, and nurturing culture in ways that generate long term value.

Topics include:

• What cultural characteristics are most important for effective sales organizations?
• How do sales leaders assess sales culture?
• How can management form, guide, and influence culture?

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