Sales Transformation Case Study: Realigning Enterprise Sales at ADP

25 October 2016


ADP's large enterprise sales group faced transformational change among buyers; to adapt, it embarked on its own transformation. Presented by two senior sales operations leaders who lead the initiative, this session details ADP's comprehensive realignment of its enterprise segment's competency profiles, deployment model, objectives, talent management, and incentive compensation. An 18-month cross-functional effort involving sales leadership, human resources, finance, and operations, the change initiative won the hearts and minds of the sales force while achieving record sales growth and over-plan performance.

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