In our research on sales force transformations for our new book, 7 Steps to Sales Force Transformation, the greatest challenge we heard from our interviews, as well as the survey was the difficulty in achieving sustainable change within a sales team. Even though sales teams and leaders excel at convincing others to change, they are typically highly resistant to change themselves. It’s no accident that there are five steps required to complete in our sales force transformation approach before moving to implementation, and this blog focuses on the third step: building your case for change.
Markets and customer expectations have changed overnight. You can plan to execute a sales transformation the right way or you should plan to fail. These are the 7 Steps you can't skip:
What does it take to truly transform your sales organization? Do you even need to transform, or simply tweak? What levers can you pull to ensure and even accelerate success? These are several of the key questions that Michael Perla and I set out to answer with a two-year research project that culminates with the publishing of our book, the 7 Steps to Sales Force Transformation, to be published by Palgrave Macmillan on January 5th, 2016.
How can you equip your sales force to sell across generations? Here is your field-tested cheat sheet.
What does your sales organization have in common with the average diet? Here is advice to tip the scale in the other direction.
Michael Perla and I have been researching sales transformations for an upcoming book – what works, what doesn’t, lessons learned, surprises – based on our firm’s consulting experience and through primary research (surveys and interviews) of more than 100 leading sales organizations. One of our observations so far is that there are several “levers” that can really amplify your ability to drive a sustainable change in your sales organization.
We are nearing the end of what I call May-hem. I don’t know about you, but May is always the craziest month of the year for me. It’s particularly hectic this year, because my oldest child is graduating. So, not only do we have exams, end of year activities and a serious case of spring fever, but we also have the added bonus of graduation festivities. I’m certainly not complaining about his successes; to the contrary, I’m extremely proud! But, boy, am I exhausted!
As part of researching effective sales transformations, Michael Perla and I have had the privilege of speaking with more than 30 sales leaders in the past 6 months to learn about their experiences leading change within their organizations. One of the interesting threads that we’ve consistently heard is the importance of leading change and how to communicate and lead an organization and functional area that can be highly resistant to change: sales.