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

ISBN-13: 9781137548047 / Angielski / Twarda / 2015 / 197 str.

Warren Shiver; Michael Perla

Opis

Helps leaders transform their sales team with a step by step plan that includes diagnostics; actionable roadmap for transforming change and follow up analytics.

Recenzje

"This book provides a basic road map based on best practices for sales leaders to follow as they work to transform their organization to align with how their customers buy. Readers will find a step-by-step guide to a sales force transformation, how to get management and sales buy in and how to implement the transformation in your organization." (Small Business Trends, smallbiztrends.com, April, 2016)

Spis treści

List of Figures
List of Tables
Foreword
Acknowledgements
Introduction
1. The Transformation Dilemma
2. The Levers of Sales Transformation
3. Building the Foundation and Vision of the Future
4. Treating Your Sales Transformation like an Internal Sale
5. Building Your Sales Transformation Roadmap
6. Implementing Your Sales Force Transformation
7. Key Barriers and Considerations for Implementation
8. Extending Your Sales Transformation to Business Partners, Suppliers and Customers
9. Sustaining Your Sales Force Transformation
10. Sales Transformations in the Future

O autorze

Warren Shiver is the Founder and Managing Partner of Symmetrics Group, one of America's fastest-growing private companies, which is dedicated to driving sustainable revenue improvements by transforming sales organizations. With more than 20 years of sales, management and consulting experience working for firms such as Accenture, OnTarget and North Highland, Warren has helped establish Symmetrics Group as a go-to company for organizations that desire to transform the way their sales teams function. Warren holds an MBA from Duke University and a bachelor's in Mechanical Engineering from Georgia Institute of Technology.

Michael Perla is a Principal with Symmetrics Group. In this role, he helps to lead, scope and execute sales transformation efforts for the organization. He brings to the table more than 20 years of sales effectiveness consulting and strategic marketing experience working for firms such as CA Technologies, Siebel Systems, Sales Performance International and North Highland. Michael holds two graduate degrees in Psychology from the University of Georgia and an MBA from Georgia State University

Blurb

The sales force is a company's main engine for driving revenue, one that often requires change to stay competitive and achieve desired results. To improve sales performance, many organizations seek out a 'Silver Bullet'. Transformation is not a one-time, check-the-box event, but a rigorous, ongoing process. Unfortunately, there is no one-off solution to the hard work of transformation. There is, however, a methodology derived from the authors' combined decades of work and their qualitative and quantitative research on sales force transformation. This book provides a practical approach to effect significant, measurable and sustainable transformation in your sales organization.

7 Steps to Sales Force Transformation will help readers determine if their sales organizations need a transformation and if so, how to assess their sales organization's readiness through the analysis of six 'levers' of successful sales transformations. It also guides readers through a series of tasks, analyses, and decisions that will lead to a successful transformation. In particular, the authors will show you how to clarify your sales transformation vision and sell it to upper management, detail methods on how to deploy your vision, offer advice on how to sustain transformation through leadership and communication, and outline current trends that will impact future sales transformation. This book is targeted at anyone who has control over a sales organization or who wants to transform a sales team, including sales managers, sales executives, CEOs, COOs, and others who advise or influence those stakeholders, such as associates at consulting and private equity firms.

Through original quantitative research, the authors' own experiences transforming sales organizations, and the lessons learned by a host of sales professionals they interviewed, you will understand how to transform and modernize your sales force to achieve your desired sales results and provide your customers with better service and value.