By Warren Shiver

ISBN-10: 1137548053

ISBN-13: 9781137548054

The revenues strength is a company's major engine for riding profit, person who frequently calls for switch to stick aggressive and accomplish wanted effects. to enhance revenues functionality, many firms hunt down a 'Silver Bullet'. Transformation isn't really a one-time, check-the-box occasion, yet a rigorous, ongoing procedure. regrettably, there's no one-off strategy to the exertions of transformation. there's, notwithstanding, a technique derived from the authors' mixed a long time of labor and their qualitative and quantitative learn on revenues strength transformation. This ebook offers a realistic method of influence major, measurable and sustainable transformation on your revenues association. 7 Steps to revenues strength Transformation might help readers ensure if their revenues businesses want a transformation and if this is the case, find out how to examine their revenues organization's readiness during the research of six 'levers' of winning revenues alterations. It additionally courses readers via a sequence of projects, analyses, and judgements that may bring about a winning transformation. specifically, the authors will aid you make clear your revenues transformation imaginative and prescient and promote it to top administration, aspect equipment on find out how to installation your imaginative and prescient, supply recommendation on the right way to maintain transformation via management and verbal exchange, and description present tendencies that may influence destiny revenues transformation. This e-book is focused at a person who has keep watch over over a revenues association or who desires to remodel a revenues crew, together with revenues managers, revenues executives, CEOs, COOs, and others who recommend or effect these stakeholders, comparable to affiliates at consulting and personal fairness organizations. via unique quantitative study, the authors' personal reports remodeling revenues firms, and the teachings realized via a bunch of revenues pros they interviewed, you are going to know the way to remodel and modernize your revenues strength to accomplish your required revenues effects and supply your shoppers with greater provider and cost.

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Extra resources for 7 Steps to Sales Force Transformation: Driving Sustainable Change in Your Organization

Sample text

But the only way to demonstrate this commitment to your team is to be present. Go run some sales calls (we know, novel idea), ask team members for ideas, create champions, uncover what motivates them now, and take the first step to being visible. Too often The Transformation Dilemma ● 15 we uncover very early that the executives seeking transformation have not been in the field at all or only with very strategic customers. And now they want a major change? This drives sales reps’ skepticism—and often their resistance.

And PGi’s leaders thought about what that meant. “If buying and the use were different, then the way we approached generating revenues was different,” recalls Mike. “Sales aren’t about winning the new customer.

A key lesson came from one of our interviewees, a sales executive of a Fortune 100 company on its third sales transformation; in hindsight he realized that he should have included other functions and stakeholders in his first two transformation efforts, neither of which had been successful. According to the executive, in a rush to get the transformation efforts started, the sales organization didn’t create alignment or build alliances with other related functions. This organizational alignment concern was also mentioned in almost every interview we conducted: the most successful transformations involved approximately four salesrelated functions up-front in the process.

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