FIVE COMPANIES WITH A GOOD SALES CULTURE
DI spoke with researcher and author Lars-Johan Åge, who has developed a scientific theory of sales. According to Åge, a company requires four integrated principles for a successful sales process: A standardized business methodology, the ability to develop long-term close client relationships, enthusiasm from individual employees, and a grading scale for organizing clients. Åge names Ericsson as an example of a company with a successful sales culture, along with Logica, Sandvik, Volvo, and IBM. “There is an understanding here throughout the entire organization of the importance of a good sales culture. For being such a large company, it has created a very flexible sales structure with an awareness that spans all departments,” Åge said about Ericsson.