发帖
雷达卡
Driving Sustainable Change in Your Organization
Authors: Warren Shiver, Michael Perla
For this book the authors Warren and Michael interviewed nearly 30 CEOs and senior sales executives and conducted their own proprietary survey covering more than 100 sales organizations
The authors' experience and research indicate that companies can transform their sales organization with a multi-faceted, 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
Helps leaders transform their sales team with a step by step plan that includes diagnostics; actionable roadmap for transforming change and follow up analytics.
Table of contents
Front Matter
The Transformation Dilemma
The Levers of Sales Transformation
Building the Foundation and Vision of the Future
Treating Your Sales Transformation Like an Internal Sale
Building Your Sales Transformation Roadmap
Implementing Your Sales Transformation
Key Barriers and Considerations for Implementation
Extending Your Sales Transformation to Business Partners, Suppliers, and Customers
Sustaining Your Sales Transformation
Sales Transformations in the Future
Back Matter
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