Скачать или смотреть Organizational Development and Sales Management Module 2 Organizational Structure and Culture

Organizational structure and culture are the two intertwined forces that shape how a company operates, how employees interact, and how effectively sales strategies are executed. While structure is the formal framework defining authority, responsibilities, communication, and workflow, culture is the invisible yet powerful set of values, norms, and behaviors that influence how people actually perform within that framework.
In essence:
Structure is the “skeleton” of an organization.


Culture is the “soul” of the organization.
For sales management, the right combination of structure and culture can mean the difference between a consistently high-performing sales team and a disconnected, underachieving sales force.
2. Understanding Organizational Structure
Organizational structure defines how work is coordinated, supervised, and executed. It determines:
Who reports to whom (chain of command)


Who does what (division of labor)


How decisions are made (centralized vs. decentralized)


How information flows (communication patterns)
Types of Organizational Structures
Functional Structure


Employees are grouped by expertise or function (sales, marketing, finance, HR).


Pros: Clear roles, efficiency within departments.


Cons: Can cause departmental silos, poor cross-functional collaboration.