Managing Sales Organization Change

17 December 2018

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Sales forces are change-intensive organizations, as are the markets and customers they serve. This research reviews critical change management practices in business-to-business sales forces, focusing on management’s efforts to anticipate and lead high impact change initiatives.

Research outcomes include the degree and speed of change facing sales organizations, sales organization’s change readiness, importance, and effectiveness of various change capabilities and best practices in change implementation. The research also establishes a correlation between good change management practices and their financial impact on organizations.

Resources available on this research


Research Brief

Core findings and selected exhibits.


Research First Look

Listen as we discuss our first look at recently concluded research. This webcast features initial research findings, expert commentary, and an interactive Q&A session with attendees.


Companion Exhibits

A comprehensive set of charts, tables, and exhibits from our research data, presented in PowerPoint slide format.


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