Implementing sales organization change is notoriously difficult. Yet sales organizations are frequently faced with circumstances that require large-scale change initiatives. How do successful firms drive change in the sales organization? This webcast reviews critical success factors associated with four common sales change initiatives: launching new offerings, entering new markets, changing sales methodology or process, and transformative change that combines multiple initiatives.
Topics include:
- Why and how change initiatives fail
- Management’s role in implementing sustainable sales force change
- Sales change management essentials: alignment, translation, development, integration
- Best practices for sales change management
