The First 90 Days for a Sales Leader: A Guide to Success

By Hope Eyre

If you’re a Sales VP and you’ve been in the same role for more than 2 years – Congratulations, you’re above average (like a child from Lake Wobegon). You’ve already exceeded the average Sales VP shelf life of 18 months. Statistically, it’s just a matter of time before you change jobs.

Maybe you’re a veteran to the role, but you’ve taken on a far larger sales organization than you’ve ever led before. Maybe you’re a brand new Sales VP and are still shaping your leadership skills.

Maybe your company just reorganized, and you find yourself heading up an entirely different sales organization than the one you had previously – or even more daunting, you’ve been charged with building one out of whole cloth.

And maybe you’re hovering around that 18-month mark, and circumstances are making you wonder whether you should start looking.

So many of our long-term clients include sales leaders who’ve moved from one company to another (often more than once) that we decided to build a guide for achieving quick wins, avoiding pitfalls and setting a clear, long-term sales strategy within The First 90 Days.

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The Sales Transformation Dilemma – To Tweak or To Transform?

By Michael Perla

"Sometimes a tweak (delivered through training or a new tool) is all a sales force needs; other times, a full-bore transformation is in order."

The quote above was part of a book I co-authored with Warren Shiver entitled the 7 Steps to Sales Force Transformation. In the book, one topic we discuss is the difference between a sales force transformation and a tweak. Since the book release in January, we have received a lot of questions around tweaks versus transformations. What exactly do we mean by sales force transformation? As a sales leader, what are some qualifying questions I can ask that help me assess if a transformation -- or a tweak in the right areas -- is the right approach?

In response to these great questions, we have created additional tools and resources for sales leaders to understand the difference between these two options and which would have the best impact on their sales organizations.

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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 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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