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”.