Sales organizations often change in response to shifting market conditions, competitive pressure, or shifts in demand or buyer preferences. Sometimes those changes rise to the level of “transformational” change, involving wholesale restructuring or strategic realignments of selling resources.
In this panel, senior sales and sales operations leaders discuss their experiences leading transformational sales force change. Topics include their key learning related to
- setting transformation objectives
- establishing definable transformation outcomes and metrics
- supporting change initiatives with staff and resources
- management decisions that impact transformation effectiveness
