Articles Tagged with: sales effectiveness
8 Essentials For Scaling Sales Success (eBook)

eBook – 8 Essentials For Scaling Sales Success

Driving the right mindset, practices and behaviors required for your sales organization to deliver predictable, repeatable and meaningful results. Robert Sutton, a professor at the Stanford Graduate School of Business, did some interesting research on how organizations can scale best practices.

A theme arose as a result of several discussions with senior executives at Fortune 500 companies who were working to build a more customer focused organization. Once a new or improved way of doing business was discovered, getting it to spread throughout the organization proved to be very difficult. Sutton called it the Problem of More while the executives often described it as the challenge of “scaling” or “scaling up”.

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February 5, 2016 — Leading in an Environment with an Accelerating Pace of Change — Atlanta Sales Leadership Community

UPDATE: Great event with 50+ attendees. Thank you to everyone that attended the meeting. Special thanks also to our panelists that provided valuable insights into leading in an environment with an accelerating pace of change. Some great questions also from the participants that the panelists further provided guidance.

 

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Customer-Centric Sales Enablement is Critical Element 2 to Effective Sales Transformation

Welcome back to our series on ‘6 Key Elements to Effective Sales Transformation’.  Today, we will focus on sales enablement. Close your eyes and think back to 10 years ago. Do you remember the term “sales enablement”? Do you remember a department at your company called “The Sales Enablement Department”? Those of you that do remember were either pioneers in the sales enablement phenomenon or are remembering incorrectly!

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