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Strategizing the sales organization

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Lane, Nikala and Piercy, Nigel F. (2009) Strategizing the sales organization. Journal of Strategic Marketing, Vol.17 (No.3-4). pp. 307-322. doi:10.1080/09652540903064886

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Official URL: http://dx.doi.org/10.1080/09652540903064886

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Abstract

This paper sets out to provide a managerial framework into which new research findings and company characteristics can be fitted for executives implementing the changes that will develop a strategic sales organization. We propose a framework to identify the important though inter-related issues to be considered by executives in managing the sales organization transformation process. This framework examines two sets of issues: immediate managerial concerns in the strategizing process, and broader organizational consequences. Managerial concerns close to the strategizing process include: involvement in business and marketing strategy decisions; intelligence as a basis for added value; integration of cross-functional contributions to customer value; internal marketing of customer priorities to internal departments and employees; and building the new types of sales organization infrastructure that will support a new strategic role. Broader organizational consequences to consider include: inspiration or leadership at several levels; influence over important issues of strategic direction; integrity in ethical standards and corporate social responsibility initiatives; and, an international perspective on managing sales and customers.

Item Type: Journal Article
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Divisions: Faculty of Social Sciences > Warwick Business School > Marketing & Strategic Management
Faculty of Social Sciences > Warwick Business School
Journal or Publication Title: Journal of Strategic Marketing
Publisher: Routledge
ISSN: 0965-254X
Official Date: 2009
Dates:
DateEvent
2009Published
Volume: Vol.17
Number: No.3-4
Number of Pages: 16
Page Range: pp. 307-322
DOI: 10.1080/09652540903064886
Status: Peer Reviewed
Publication Status: Published
Access rights to Published version: Restricted or Subscription Access
Version or Related Resource: Lane, Nikala and Piercy, Nigel F. (2010) Strategizing the sales organization. In: Strategic Sales and Strategic Marketing. Routledge, London, UK. ISBN 978-0-415-61451-1

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