The Great Recession that followed the 2008 –’09 economic collapse forced many firms to reduce selling expense in the face of declining demand. As recovery dawns, some sales leaders question if their sales organizations have the capacity to fully exploit future growth opportunity. It would appear that with fewer sales people and reduced support budgets, many sales organizations are not well positioned to grow as the economy recovers.
Firms that prosper during these recovery periods often benefit from a transformative change in sales structure and/or sales process approach.
In this Sales Management Association webcast, David Fritz and Jerry Colletti examine the nature of successful sales transformations that are designed to re-energize profitable sales growth:
- What are the most common business drivers that lead top managers to initiate action to transform their sales force
- What changed within the sales force as part of the transformation and how where these changes implemented with minimum disruption to the business
- What outcomes were typically expected and how successful are companies in achieving the desired results
