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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4 Ways to Cut Cost of Sales (Without Cutting Heads)

By Tom Martin

Like many business projects, sales effectiveness projects are often focused on the big 3 – Increasing revenue, cutting costs and/or reducing risks. When we talk to sales leaders, the primary stated business objectives of sales transformation projects usually tie back to increasing revenue – capturing new accounts, improving up-sell and cross-sell, increasing renewal rates, increasing revenue per seller productivity.

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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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Autonomous Selling?

By Warren Shiver

I’ve been amazed to read about and watch the developments of so-called “self-driving cars” or autonomous driving. The potential for this technology to fundamentally re-shape transportation in this country is almost limitless, from reducing the # of cars per household (or even ownership) and the need for large amounts of on-site parking at retail and office destinations, to enabling those both young and old with a new form of point-to-point personal transportation. As many recent stories have highlighted, the technology exists today; it’s more a matter of aligning our legal and insurance approaches to align with and support a new model.

I heard Steve Cannon, the President of Mercedes-Benz USA, speak last week, and he confirmed that M-B has already demonstrated the technology – the main barrier is one of liability. In today’s environment, liability resides with the driver and their insurer, but in the future, if an accident is imminent and the “system” or software determines who or what to hit, who’s responsible?

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10 Sales Facts You Cannot Ignore This Year

By Symmetrics Group

The world of sales is changing. Here are 10 sales facts you need to know to stay ahead of the game.

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Why Your Go-To-Market Strategy is Probably Wrong

By Michael Taylor

Is your go-to-market strategy really a go-to-market tragedy? Here are 5 common pitfalls.

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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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