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Culture in Sales: The Power of Unwritten Laws

In: Sales Excellence

Author

Listed:
  • Christian Homburg

    (Universität Mannheim)

  • Heiko Schäfer
  • Janna Schneider

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.

Suggested Citation

  • Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Culture in Sales: The Power of Unwritten Laws," Management for Professionals, in: Sales Excellence, edition 127, chapter 10, pages 139-151, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-642-29169-2_10
    DOI: 10.1007/978-3-642-29169-2_10
    as

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