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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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:	Date Event 2009 Published
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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