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Fundamentals of Sales Management: For the Newly Appointed Sales Manager by Matthew Schwartz

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Understanding the Current Sales Culture

Before taking a look at some of the challenges you face as a new sales manager, it is important to take a deeper look into your corporate and departmental culture. The sales culture you are inheriting (good, bad, or indifferent) has its roots in the larger corporate environment.

Culture within an organization or evenindustryis anextremely broad topic. In this context it does not relate to a person’s country of origin. Rather, it relates to the overall feeling that one gets when working in a particular industry, company, and department.

Figure 1-3 shows three major culture sets—that of the industry as a whole, the company, and the sales department within that company. This cultural misalignment is often ...

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