Monthly Archives: July 2015
Strategic Talent Development: Maximizing Talent to Drive Improved Sales Performance (white paper)
Driving Forces

In today’s business environment, change is a constant that cannot be escaped. Changing customer preferences are putting pressure on all businesses to adopt new strategies and execute them seamlessly. Increasing competition is a constant as industries adapt to a “new normal” that requires faster time to market for new products and services, new ways to connect with customers in an increasingly social world and the ability to respond to threats from new competitors in the market. The right strategy with the right people to execute the strategy is paramount in a rapidly changing business environment.

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How Do Sales Leaders Make the Sales Transformation Happen?

In this part of our series on considerations for your next sales transformation, our focus turns to how you as a leader can successfully make the transformation happen. When it comes to leading sales transformation, there are three pillars that we see as critical actions for success:

  1. Articulating a vision of the future that is compelling for the organization
  2. Defining the expectations for the team members in the new organization
  3. Facilitating higher Change Velocity to move the organization towards the new state

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Who Will Make It to the New State After Your Sales Transformation?

One of the sad truths in a sales transformation is that not everyone within the organization is able to make it to the new state. Think back to the example of rebuilding or remodeling a house. Whether you rebuild or remodel, there are parts of the house that don’t make it to your updated home.

In the case of a sales organization that is experiencing a transformation, there are often times when team members are not able to make the leap to the new state. As a leader, this is a fact that you cannot change. However, you can understand who is most likely to make it and adjust your actions accordingly.

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