Managing large-scale change initiatives is a priority for most sales organizations. In fact, the prevalence and intensity of change in the sales force means that sales leaders must be among the most adept change managers in the organization. In this Research Update, we review findings from The Sales Management Association’s recent research initiative, “Managing Sales Force Change.”
This research focuses on the management of change initiatives in business-to-business sales organizations. Areas of inquiry include: the frequency and intensity of sales force change; expected amount of future change; organizational tolerance for additional change; gauging support for sales organization change among executive leadership, management, and salespeople; what is changing in sales forces; how change is managed; and organizational competency/effectiveness in implementing sales force change.
Research findings are presented by Sales Management Association Chairman Bob Kelly, with commentary from an expert panel including Bruce Jackson, Iconixx Software President and COO; Dario Priolo, Chief Strategy Officer at Richardson; and Amanda Wilson, Senior Product Marketing Manager at Qvidian.
