7 Steps to Sales Force Transformation
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