In my last blog post, I introduced our newest research findings on sales culture, and how most sales organizations today have a sales culture or climate that is hindering their ability to build a Challenger sales force. Most sales leaders recognize that while traditional change management initiatives such as effective training, coaching, and communication campaigns are required to embed new behaviors, change is destined to fail if its not supported by the right sales environment.
In fact, when we asked reps whats preventing them from adopting new sales behaviors; over half of them reported their operating environment or culture as the biggest inhibitor of behavior change. And when you look at the cartoon illustration below, it is easy to understand why.
Source: Sales Leadership Council