Sales Organization Culture, Compensation Strategy and Firm Valuation

What is it about?

The culture of sales organization is comprised of fundamental principles and beliefs that are shared by its members and hence determines the norms that dictate how sales employees should think and behave. An effective sales performance supported by an appropriate compensation strategy and culture of sales organization plays a significant role in determining financial performance, enhancing valuation of the sales organizations and increasing competitive advantage in the market place. This research provides various frameworks and models for establishing relationship between organization culture and compensation structure and deriving its impact on sales performance.

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Photo by Kaleidico on Unsplash

Photo by Kaleidico on Unsplash