Abstract
It is well-understood today that corporate culture has a stronger influence on employee thinking than many “harder” factors such as organizational structures and management systems. This chapter considers the nature of organizational culture and how it can influence the sales organization. Using a checklist provided, managers can develop a multidimensional “culture score” for their organization. This model highlights the cultural strengths and weaknesses for a sales organization and provides a clear roadmap for improvement when combined with other steps outlined in the chapter.
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Homburg, C., Schäfer, H., Schneider, J. (2012). Culture in Sales: The Power of Unwritten Laws. In: Sales Excellence. Management for Professionals. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-29169-2_10
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DOI: https://doi.org/10.1007/978-3-642-29169-2_10
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