7 Steps to Sales Force Transformation, 1st ed. 2016 Driving Sustainable Change in Your Organization
Auteurs : Shiver Warren, Perla Michael
List of Tables
Foreword
Acknowledgements
Introduction
1. The Transformation Dilemma
2. The Levers of Sales Transformation
3. Building the Foundation and Vision of the Future
4. Treating Your Sales Transformation like an Internal Sale
5. Building Your Sales Transformation Roadmap
6. Implementing Your Sales Force Transformation
7. Key Barriers and Considerations for Implementation
8. Extending Your Sales Transformation to Business Partners, Suppliers and Customers
9. Sustaining Your Sales Force Transformation
10. Sales Transformations in the Future
Michael Perla is a Principal with Symmetrics Group. In this role, he helps to lead, scope and execute sales transformation efforts for the organization. He brings to the table more than 20 years of sales effectiveness consulting and strategic marketing experience working for firms such as CA Technologies, Siebel Systems, Sales Performance International and North Highland. Michael holds two graduate degrees in Psychology from the University of Georgia and an MBA from Georgia State University
For this book Warren and Michael interviewed nearly 30 CEOs and senior sales executives and conducted their own proprietary survey covering more than 100 sales organizations. In addition, the Symmetrics Group has spearheaded transformation initiatives for more than 25 organizations over the past six years. The authors' experience and research indicate that companies can transform their sales organization with a multifaceted, sustained approach to addressing all the key sales effectiveness drivers. There are both hard (quantitative) and soft (qualitative) elements to making it work. In Seven Steps to Sales Force Transformation the authors examine transformation across disciplines, as well as the human elements around the psychology of change
Founded in 2010 and recently recognized by Inc. Magazine as one of the fastest growing private companies in America (#1,043 on the 2014 list) Symmetrics Group has worked on sales organization transformations for companies including Choice Hotels, JDSU, Central Garden & Pet, Intercontinental Hotels Group and SunGard. Other Symmetrics clients include CenturyLink, Constellation Energy, Thomson Reuters, Danaher, T. Rowe Price and Equifax. The company's pr team will help promote the book to their impressive client list, as well as many other media outlets
Date de parution : 12-2015
Ouvrage de 197 p.
15.5x23.5 cm
Thèmes de 7 Steps to Sales Force Transformation :
Mots-clés :
Sales Transformation; Organizations; business; foundation; organization; Sales; technology roadmap