Warren Shiver's 7 Steps to Sales Force Transformation: Driving Sustainable PDF

By Warren Shiver

ISBN-10: 1137548053

ISBN-13: 9781137548054

The revenues strength is a company's major engine for using profit, person who frequently calls for swap to stick aggressive and accomplish wanted effects. to enhance revenues functionality, many corporations search out a 'Silver Bullet'. Transformation isn't a one-time, check-the-box occasion, yet a rigorous, ongoing technique. regrettably, there is not any one-off option to the labor of transformation. there's, notwithstanding, a technique derived from the authors' mixed a long time of labor and their qualitative and quantitative study on revenues strength transformation. This e-book presents a pragmatic method of impression major, measurable and sustainable transformation on your revenues association. 7 Steps to revenues strength Transformation can assist readers be sure if their revenues companies desire a transformation and if this is the case, tips to investigate their revenues organization's readiness during the research of six 'levers' of profitable revenues ameliorations. It additionally publications readers via a chain of initiatives, analyses, and judgements that may result in a winning transformation. specifically, the authors will provide help to make clear your revenues transformation imaginative and prescient and promote it to top administration, element equipment on the best way to set up your imaginative and prescient, provide recommendation on the best way to maintain transformation via management and verbal exchange, and description present developments that would impression destiny revenues transformation. This e-book is focused at somebody who has keep watch over over a revenues association or who desires to rework a revenues staff, together with revenues managers, revenues executives, CEOs, COOs, and others who recommend or impression these stakeholders, comparable to affiliates at consulting and personal fairness enterprises. via unique quantitative examine, the authors' personal studies reworking revenues firms, and the teachings realized by means of a number of revenues execs they interviewed, you are going to know the way to rework and modernize your revenues strength to accomplish your required revenues effects and supply your shoppers with higher provider and cost.

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Additional info for 7 Steps to Sales Force Transformation: Driving Sustainable Change in Your Organization

Sample text

Sometimes you just have to cut your losses. The Transformation Dilemma ● 13 Jim Dougherty, a senior lecturer at MIT’s Sloan School of Management, recalls an anecdote from his days as a sales leader. “In two cases we had to have summary executions,” he told us. “We had a very active guy who was saying that the [transformation work] we were doing was crazy. Our head of sales met him at the Atlanta airport, fired him on the spot, and took his computer and his phone. Within an hour, everyone in the company knew about it.

He announced a major transformation initiative. ” He told us that he communicated this message to his sales team, “If you have the willingness to change, you can. ” The company had launched a sales force transformation after 10 straight quarters of flat or declining revenues. This firm had excellent technology and respected engineers, but it was being outsold in the marketplace (confirmed through win/loss and voice-of-the-customer research). The company sought to transform its sales force into a solutions-focused team with vertical expertise and end-to-end solutions that included hardware, software, and services.

Determining the difference is critical. Are you changing the oil or are you replacing the engine and transmission? For example, one technology company we worked with had a global sales team of 150 employees and had experienced flat revenues for three successive quarters. Management wanted more attention paid to the company’s top 50 accounts along with better messaging linking its services to several industry-wide trends: changing data regulations in the health care and financial services markets and the move to cloud computing services.

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7 Steps to Sales Force Transformation: Driving Sustainable Change in Your Organization by Warren Shiver

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