What question did this study set out to answer?

This paper aims to compare the effectiveness of two distinct approaches to standardization in sales departments.

Standardization efforts in two sales departments

View Full Paper

Ask AI

Bookmark

This paper aims to compare the effectiveness of two distinct approaches to standardization in sales departments.
Analyzed the implementation of a training program in two companies' sales departments.
Company A utilized sales kata and role-playing exercises for standardization, while Company B developed detailed SOPs.
Examined the outcomes related to employee sales activities post-intervention.
Company A achieved successful standardization of sales activities, leading to consistent practices among employees.
Company B had initial short-term improvements, but standardized methods failed to be adopted long-term.
Sales kata proved more effective for creating a standard method compared to SOPs in complex sales operations.

No takes yet. Share an insight, caveat, or question.

Case study examines training methods in sales departments, highlighting the effectiveness of sales kata versus SOPs.

Anju Hanahara (2026) studied this question.

View Full Paper

Ask AI

Bookmark