As sales leaders across industries close out the year and begin to look at next year, a theme that we continue to hear in the marketplace is that organizations are either considering, starting or in the midst of some form of sales transformation. As we covered in the introduction to the 6 Key Elements to Effective Sales Transformation series, a recent gathering of Sales Executives in Atlanta revealed some of the successes and challenges of effectively leading and managing a sales transformation. One of the executive panelists was kind enough to share what he views as the ‘Sales Ecosystem’ that must be adapted and effectively leveraged in order to drive organizational transformation. Today, we focus on sales force effectiveness.

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