Download e-book for kindle: 7 Steps to Sales Force Transformation: Driving Sustainable by Warren Shiver

By Warren Shiver

ISBN-10: 1137548053

ISBN-13: 9781137548054

The revenues strength is a company's major engine for using profit, person who usually calls for switch to stick aggressive and attain wanted effects. to enhance revenues functionality, many businesses hunt down a 'Silver Bullet'. Transformation isn't a one-time, check-the-box occasion, yet a rigorous, ongoing strategy. regrettably, there's no one-off approach to the labor of transformation. there's, even if, a strategy derived from the authors' mixed many years of labor and their qualitative and quantitative examine on revenues strength transformation. This publication presents a realistic method of impact major, measurable and sustainable transformation on your revenues association. 7 Steps to revenues strength Transformation can assist readers make certain if their revenues organisations want a transformation and if that is so, the right way to determine their revenues organization's readiness throughout the research of six 'levers' of winning revenues variations. It additionally courses readers via a chain of initiatives, analyses, and judgements that would bring about a profitable transformation. specifically, the authors will allow you to make clear your revenues transformation imaginative and prescient and promote it to top administration, aspect tools on the right way to set up your imaginative and prescient, provide recommendation on find out how to maintain transformation via management and conversation, and description present traits that would impression destiny revenues transformation. This ebook is concentrated at a person who has regulate over a revenues association or who desires to remodel a revenues staff, together with revenues managers, revenues executives, CEOs, COOs, and others who recommend or impact these stakeholders, comparable to affiliates at consulting and personal fairness enterprises. via unique quantitative learn, the authors' personal reports reworking revenues agencies, and the teachings discovered by means of a bunch 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 clients with larger provider and price.

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

The revenues strength is a company's major engine for using profit, person who usually calls for switch to stick aggressive and accomplish wanted effects. to enhance revenues functionality, many agencies hunt down a 'Silver Bullet'. Transformation isn't a one-time, check-the-box occasion, yet a rigorous, ongoing approach.

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

Example text

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. As part of the transformation, the company hired new vertical sales specialists, expanded the software and services teams, and deployed a new sales process that outlined how and when the core account managers should engage the specialists.

And how do you know? Do you have access to reliable and valid metrics? At the very least, the internal view should include an assessment of your strategy, people, process, tools, leadership, and metrics. The customer’s or prospect’s outside view must be balanced by what’s possible on the inside. That’s why your initial assessment should cover both perspectives: outside-in and inside-out. Involving your customers and your sales team in the design of a solution is a great approach to leading change, and it is essential if you want The Levers of Sales Transformation ● 23 to get this done successfully.

If your organization has a significant cohort of salespeople who’ve been in the trenches for many years and who will likely retire around the same time, you may want to think about transformation as you prepare to orient a new group of salespeople. If you are in this situation, it may be time to transform your sales force into one that knows how to tailor your value proposition, provide compelling insights, surface unrecognized needs, and develop long-term business relationships built on measurable value.

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


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