Almost all sales organizations operate in change-intensive environments, forced to respond to shifts in competition, demand, labor markets, and buyer preferences. Firms are increasingly likely to embark on large-scale sales transformation initiatives; SMA’s research shows an average interval of just three years between such comprehensive change initiatives in large organizations.
As a result, senior sales leaders now consider change readiness a capability critical to the sales force’s success, and essential to its long-term competitiveness. What makes sales organizations change ready, and effective in adapting to changing circumstances?
In this session we examine the characteristics of change-ready sales forces, while considering management’s role in building the sales organization’s adaptive capabilities. Topics include:
Workshops, Panels, and Keynotes