Here are useful resources for managing sales force change in your organization.
What are the top business-to-business sales trends for 2013? Here's my list based upon my experience of studying some of the world's best sales organizations this past year. 1. Sales Force Behavior "Modeling" Models are verbal descriptions and visual representations of how systems work and processes flow. Models enable repeatable and predictable experiences.
Improving Your Sales Force: Fine-tune or Transform? In the continuous hunt for profitable growth, silver bullets won't fix your sales force. The solutions to most sales force challenges are multi-dimensional. Especially when things are not going well (and sometimes even when they are), sales leaders need to know when evolutionary sales force improvements are enough to drive profitable growth, and when it's necessary to implement a wholesale sales force transformation.
Most people want to transform to something better ... to look better, feel better, or improve (or transform) their performance. A recent Google search yielded over 235 million results for the word "transformation." It is a popular topic. Transform means to change in form, condition, character, or structure.
3 Keys to Navigating Change Management in Sales How many changes do you have lined up for your sales organization to start 2013? Are you changing the compensation plan? Are you changing account or territory assignments? What about quotas? Are you changing the sales process?
Create Sales Transformation: Build Employee Ownership There are many catalysts that bring on the need for sales transformation. Fluctuating economic conditions, changes in client expectations, technology developments, and product realignment are just a few of the many situations that are likely to land the need for change right at your doorstep.
There is a parallel between biology and business. Our biology is largely influenced by our DNA, our genetic makeup, which contains a set of instructions vital to our ability to function, adapt, and transform over time. Our business is influenced by two DNA-like sets; one is the DNA of the economy, and the other is the DNA that's expressed by our decisions.
3 Keys to Navigating Change Management in Sales How many changes do you have lined up for your sales organization to start 2013? Are you changing the compensation plan? Are you changing account or territory assignments? What about quotas? Are you changing the sales process?
Change is sometimes needed to make your business processes flow easier, to run a more competitive organization, and to beef up your bottom line. Make a smooth transition by following these best practices: 10. Provide Early and Consistent Communication Your employees will resist change more when it is sudden and they have little time to adjust.
