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Research on the Impact of Culture on Sales Force Productivity

About this research

Sales organizations are often distinguished by culture - the unique set of values, traits, and characteristics that seem to define their salespeople and approach to selling. This research investigates the impact of culture on sales organization effectiveness. It investigates the degree to which companies value sales culture, their approaches to defining or influencing it, and the most effective approaches to cultivating and sustaining beneficial sales culture. The research also seeks to quantify the relationship between sales organization effectiveness and sales culture. 

Condition of Participation
Research participants are asked to complete the following survey lasting approximately nine minutes, and may optionally elect to participate in a brief telephone follow-up interview.

Participation Eligibility
The study is open to management practitioners responsible for developing, supporting, or managing a sales force. Target participants are involved in planning, sales effectiveness, executive sales leadership, or strategy in their organizations.

Participants receive:
  • A copy of the findings report on this research topic
  • An invitation to a Sales Management Association webcast in which summary findings are presented to our audience, in December 2022

Research Timeline
Research closes 1 December 2022
Research report is expected to publish December 2022

Survey results are only reported in aggregate, and never in a way that would compromise the identity of any single respondent. All individual respondent data are treated with strict confidentiality, and will not be distributed.