The Formation of a Sales Force Culture

A sales force culture, at any point in time, is the union of the sales force's history, its environment, and its people. The culture is anchored in its history and is constantly evolving as norms, values, and work styles are adjusted by members of the sales force. Cultural components that contribute to the success of the selling organization are reinforced. If teamwork and value creation lead to success, they become cultural norms. The sales force's culture attracts compatible people and rejects nonconformists. A sales force culture shapes its people, even as its people are shaping the culture.

New sales force cultures are initiated when a sales force is created. This may happen when a new company assembles ...

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