Marketing and Sales – Some Sales Are Simply Not Worth Making

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Saying no to a saleSome business leaders aggressively pursue every sale believing them to be the ultimate key to corporate success. Sales, however, represent far more than just dollars and cents. In fact, the revenue generated through a sale is just the beginning of the overall financial impact on the business.

Sales say a lot about a company and profoundly impact its culture, reputation, and goals achievement. And while every business must sell a critical mass of products and services to survive and flourish, to whom, what, and how it sells greatly affects long-term success.

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Corporate Cultures – Leader Initiated, Rules and Standards Controlled Environment

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The Leader Initiated, Rules and Standards Controlled Environment represents a moderate leader led work environment that gives lower level mangers and supervisors somewhat more autonomy to direct day-to-day activities without relinquishing centralized control. This culture set realizes the benefits of centalized direction setting and improved, if not rigid, consistency. The reliance on rules and standards provides some degree of local flexibility that heightens situational responsiveness but diminishes consistency in actions and results between workgroups and locations.

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Corporate Cultures – Supervisor Initiated, Rules and Standards Controlled Environment

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The Supervisor Initiated, Rules and Standards Controlled Environment is the centerpoint of StrategyDriven Culture-base Work Performance Model. This culture set represents a moderation of most benefits and risks. Subsequently, organizations can more easily flex in the cultural direction needed to implement a change. Conversely, these moderated cultural characteristics may lack the significant intensity necessary to rapidly drive change.

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Corporate Cultures – The Culture Change Penalty

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StrategyDriven Corporate Cultures ArticleChanging an organization’s culture is extremely difficult. Doing so requires the alteration of the commonly held values of the entire workforce, beliefs that have been embedded in the organization’s policies and procedures and reinforced over an extended period of time; beliefs that many will hold as the company’s definition of right and wrong. Subsequently, changing a company’s culture will almost assuredly be met with significant resistance.

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Corporate Cultures – Individual Initiated, Rules and Standards Controlled Environment

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The Individual Initiated, Knowledge and Skills Controlled Environment represents a culture that is moving toward greater consistency in action if not action initiation. These organizations are still largely guided by local controls and individual contributors and lack the more rigorous oversight and activity reinforcement realized in supervisory and leader led companies. Thus, these organizations gain a limited amount of increased consistency while still maintaining a high level of innovation and flexibility.

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