Resources

Sales leaders ask with some frequency: "If we changed our sales process, could our current sales force be successful?" The sales organization must adapt in response to changes in buyer behavior, increased competition, disruptive technology, segmentation strategy changes, and many other factors. Yet different sales processes often require different selling competencies – sometimes even fundamentally different definitions of success. This webcast archive addresses process change guidelines, aligning segmentation and process strategy, competency management for the sales organization, and assessing alignment between sales process requirements and sales force capability.