• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • Top Sales Books
    • Submit a Sales or Marketing Book 2025
    • Top Sales Books 2024
    • Top Sales Books 2023
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

If you want transformation, don’t forget the intangibles

Tamara Schenk - 17 May 2018

Culture (per Merriam-Webster) is defined as the set of shared attitudes, values, goals, and practices that characterizes an institution or organization 
Culture is hard to characterize, hard to measure and hard to change. Therefore, it often gets ignored on the list of levers to pull when transforming a sales organization. Compensation plans, territory models, customer segmentation approaches, coverage models, and channel choices are all constantly debated and analyzed under a microscope. But culture is usually allowed to exist as is, regardless of whether it is helping to promote or to hinder the targeted sales strategies.
When thinking about the culture in your organization, consider what kinds of behavior are being rewarded: Who is being promoted, what words are used in corporate communications, what kinds of situations cause alarm bells to go off and what do leaders talk about?
In our recent World-Class Sales Practices Study, we used this last question as a way

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler
Assessments 24x7
Integrity Solutions
Kristie K. Jones
Kurlan & Assocs
Membrain
Mereo
Women SalesPro
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2025 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative