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Articles Tagged with: strategy and planning

July 16, 2015

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.

June 30, 2015

Is Your Sales Team Ready for Your Sales Transformation?

In this part of our series on sales transformation, we are examining the readiness of your sales team. Is your sales team ready for the sales transformation? Previously, we shared what transformation is and why you often hear so much talk about transformation, but rarely see it happen.

Let’s revisit the home renovation example. You have made the final decision to move forward with renovating your house. Are you really prepared to go forward? Are you hiring a professional company or is it a DIY project? Can you afford to hire a professional company? Do you know how long the renovation will take? Do you have somewhere to stay if you have to move out of the house for a period of time? All valid questions that must be answered before you break ground.

June 11, 2015

Why Does Everyone Talk About Sales Transformation, But Few Experience It?

Why does everyone talk about sales transformation, but few experience it? Welcome back to our series on Considerations for Your Next Sales Transformation. Previously we talked about what transformation is and its various types. In part 2, we are going to discuss why you often hear so much talk about transformation, but rarely see it happen. Revisiting our home renovation example from Part 1, my wife and I often talk a lot about “doing” certain things to the house. Whether it be painting the front shutters and front door or renovating the basement to add an extra guest room and bathroom, in the end it’s all talk and a lot of insincere excitement.

May 28, 2015

Will Your Next Sales Transformation Be a Remodel or Rebuild?

A sales transformation, like a home transformation, can be approached in many ways that fall into two major categories – either a remodel or a rebuild. Do you ever catch yourself watching a show on HGTV (Home & Garden TV)? HGTV broadcasts a variety of shows that focus on home improvement, gardening, crafting and remodeling. As a homeowner, I have developed a true love and appreciation for the things they are able to transform on the show. It’s amazing what people are able to accomplish as they form a vision, build a plan and execute the plan.

November 8, 2014

Sales Playbook for Accelerating Strategy to Team Execution to Company Results

With a new year comes new inspiration, new challenges and new trends. For the sales leader, the new year also signals a new quota, the resetting of results to zero and the new sales strategy in place to achieve the numbers. We understand the challenges faced by sales leaders in adopting and executing a new sales strategy and provide this playbook for accelerating strategy to execution to results.

Two years ago, we released a 6 part blog series aimed at answering the following question: “How can sales leaders drive successful execution of new sales strategies in the new year?” Reading back over the series, although “dated” by two years, the steps are still extremely relevant and effective; a sort of Back to the Future if you will.

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

Is Your Sales Team Ready for Your Sales Transformation?

Why Does Everyone Talk About Sales Transformation, But Few Experience It?

Will Your Next Sales Transformation Be a Remodel or Rebuild?

Sales Playbook for Accelerating Strategy to Team Execution to Company Results

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