Changing the Tires on a Sales Team in Motion: Sales Transformation vs. Sales Disruption

By Masami Middleton

How many times have you heard the term “sales transformation” and thought it’s just consultant speak?  Or an ideal that’s impossible amidst your team’s never-ending hustle to make the number? 

If you are a seasoned sales leader, you’ve probably lived through all kinds of disruptive forces.  Mergers and acquisitions, business model changes, new competitors, and leadership or rep turnover. These factors can render your sales strategy, process, selling skills, or organization structure obsolete (or dated at best).

While many sales leaders recognize that a transformational change is in order for one or more of these areas, actually executing it feels like changing the tires on a car that’s moving fast.  But what’s the tradeoff? Would you rather change the tires now for future performance gains or skip it and risk a high-speed blowout on your sales team?

NASCAR pit crews change tires and re-fuel multiple times over 200-400 laps to give their racer the necessities to win.  We recommend a similar, sequenced approach to prioritize and execute sales initiatives across a transformation journey.

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Global Sales Program Roll-outs: The Good, the Complicated and the Overlooked

By David Szen

Sales organizations of all sizes have the desire to transform, train, and develop talent, but rolling out a sales program in a global firm can get hairy quickly. While global sales transformation initiatives are exciting and ideal projects for outside consultants (like us), there are definite pitfalls. Whether you are responsible for planning and rolling out a program, or a sales manager leading your team through it, you play an important role in the successful execution and adoption of the desired change.

Having participated in our fair share of these global deployments, here is a list of lessons learned, organized around “the good, the complicated, and the overlooked”.

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7 Steps to Sales Force Transformation Blog Series – Step 3: Building Your Case for Change

By Warren Shiver

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.

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7 Steps to Sales Force Transformation [Infographic]

By Symmetrics Group

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:

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7 Steps to Sales Force Transformation Blog Series – Step 1: Drivers of a Transformation

By Warren Shiver

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.

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The Five Disciplines Top Sales Performers Master

By Symmetrics Group

We asked the best of the best of our sales superstar network to tell us what drives their off-the-charts performance.

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The Love and War of Generational Selling

By David Szen

How can you equip your sales force to sell across generations? Here is your field-tested cheat sheet.

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6 Challenges Diets & Sales Organizations Share

By Symmetrics Group

What does your sales organization have in common with the average diet? Here is advice to tip the scale in the other direction.

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The Levers of Sales Transformation

By Warren Shiver

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.

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The Next Level

By Joni Santos

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!

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