Research First Look: Managing Sales Organization Change

8 January 2019

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Sales forces are change-intensive organizations, as are the markets and customers they serve. Join us for the first look at recently concluded research on how sales organizations manage change. 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 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.

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Other resources available related to this research


Research Brief

Core findings and selected exhibits


Companion Exhibits

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


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