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7 Steps to Sales Force Transformation: Driving Sustainable Change in Your Organization
197![7 Steps to Sales Force Transformation: Driving Sustainable Change in Your Organization](http://img.images-bn.com/static/redesign/srcs/images/grey-box.png?v11.8.5)
7 Steps to Sales Force Transformation: Driving Sustainable Change in Your Organization
197Hardcover(1st ed. 2016)
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Overview
Product Details
ISBN-13: | 9781137548047 |
---|---|
Publisher: | Palgrave Macmillan US |
Publication date: | 12/05/2015 |
Edition description: | 1st ed. 2016 |
Pages: | 197 |
Product dimensions: | 6.10(w) x 9.25(h) x 0.03(d) |
About the Author
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
Table of Contents
List of FiguresList 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
What People are Saying About This
Shiver and Perla take the oft misunderstood idea of Sales Transformation and give the reader a practical set of guidelines to consider. It provides a common sense road map based on best practices for Sales Leaders to follow in their continuous effort to transform the organization to align with how their customers buy; an essential task in today's customer-empowered world. An important read for any sales executive.' —Stephen P. Young, Lecturer, Founding Director, Sales Executive RoundTable, Georgia State University
'This book shines a bright light on the subject of sales transformation. The authors clearly articulate 7 proven steps for sales leaders to follow with a transformation roadmap at the core. This should help the many companies that spend too much time analyzing and debating with little time or commitment left for execution.' —Gerhard Gschwandtner , CEO, Selling Power
'Having firsthand experience in multiple large-scale sales transformations, I would highlight that the risks could far outweigh any rewards if not thoughtfully considered in your strategy and planning. The Seven Steps offers a comprehensive, yet practical guide, which can help minimize risk while achieving the desired gains in such an undertaking. Kudos to Warren and Michael for delivering the guide rails for this sort of undertaking!' —Jim Neve, senior vice president, global sales and marketing operations, SunGard Financial Systems
'Sales transformations aredaunting but achievable with focus, partnership across the organization (inside and outside sales), and a plan. Take the time to make the changes and be brave – this book is a key guide on how to do this.' —Lisa Redekop, Sales Enablement Specialist, Gartner
'At last, a practical playbook to drive an effective, go-to market strategy to transform and sustain your business. Michael and Warren deliver insights, guidance, and the implementation steps needed to lead and sustain change in your sales organization.' —Marie Sonde, former Vice President Commercial Operations, IMS Health