The organizational culture and its impact on the development of a successful human resources strategy focused on sales are fundamental elements for the success of a real estate company in Mexico. Organizational culture, made up of shared values, beliefs, and behaviors, influences how employees perceive and engage with their work. In a sales-oriented HR strategy, a strong culture can make a big difference. A culture that promotes customer focus, team collaboration, and positive emotional skills creates an environment conducive to achieving sales goals. This is a case study of a Mexican company in the real estate sector in the city of Mérida, Yucatán, with the purpose of identifying the variables that impact the human resources strategy to achieve the objectives of the organization. The results show that talent management is crucial in this strategy. Attracting, recruiting, developing and retaining employees with relevant skills and competencies is essential to sales success. Effective training strengthens key skills such as negotiation, communication, and emotional intelligence. Ontological coaching provides individualized support to sales employees, helping them overcome emotional or mental barriers that may limit their performance. Continuous performance evaluation and monitoring of key indicators make it possible to identify strengths and areas for improvement, adjusting strategies as necessary. Labor flexibility and the promotion of innovation are vital in a constantly changing business environment. Offering flexible work options and fostering a culture of innovation allows you to adapt to market demands and improve employee satisfaction and commitment. Organizational transformation involves implementing significant changes to boost competitiveness and sustainable growth. By integrating these variables into the human resources strategy, companies can improve the performance of their sales teams and achieve success in a competitive and constantly evolving market.


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How to Cite

Guatemala Mariano, A., Martinez Prats, G., & Silva Hernández, F. (2023). ORGANIZATIONAL CULTURE: KEY FACTORS OF A SUCCESSFUL SALES HUMAN RESOURCES STRATEGY. FACE: Revista De La Facultad De Ciencias Económicas Y Empresariales, 23(2).




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