Warren Shiver's 7 Steps to Sales Force Transformation: Driving Sustainable PDF

By Warren Shiver

The revenues strength is a company's major engine for riding profit, one who frequently calls for swap to stick aggressive and accomplish wanted effects. to enhance revenues functionality, many businesses search out a 'Silver Bullet'. Transformation isn't a one-time, check-the-box occasion, yet a rigorous, ongoing procedure. regrettably, there's no one-off option to the labor of transformation. there's, besides the fact that, a technique derived from the authors' mixed a long time of labor and their qualitative and quantitative examine on revenues strength transformation. This booklet presents a realistic method of influence major, measurable and sustainable transformation on your revenues association. 7 Steps to revenues strength Transformation can help readers confirm if their revenues agencies desire a transformation and if this is the case, how you can verify their revenues organization's readiness throughout the research of six 'levers' of winning revenues alterations. It additionally publications readers via a sequence of projects, analyses, and judgements that may result in a profitable transformation. particularly, the authors will enable you to make clear your revenues transformation imaginative and prescient and promote it to top administration, aspect tools on how one can set up your imaginative and prescient, supply recommendation on how you can maintain transformation via management and conversation, and description present traits that would influence destiny revenues transformation. This booklet is focused at an individual who has regulate over a revenues association or who desires to rework a revenues group, together with revenues managers, revenues executives, CEOs, COOs, and others who recommend or impression these stakeholders, resembling affiliates at consulting and personal fairness agencies. via unique quantitative learn, the authors' personal stories reworking revenues corporations, and the teachings realized via a number of revenues pros they interviewed, you'll know the way to rework and modernize your revenues strength to accomplish your required revenues effects and supply your buyers with higher provider and cost.

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Extra info for 7 Steps to Sales Force Transformation: Driving Sustainable Change in Your Organization

Example text

But when buyers change significantly, the change may impact all parts of the sellers’ organization. Says PGi’s Mike Dickerson, “In our case, the market changed. How customers bought information technology services changed. ” When PGi looked at what it wanted to transform to, it realized that companies were buying information technology services differently than before. And PGi’s leaders thought about what that meant. “If buying and the use were different, then the way we approached generating revenues was different,” recalls Mike.

An outside-in perspective provides leverage because you are listening to the needs of those who will buy more from you if you get it right. An outside-in perspective is one in which the company elicits feedback and listens to what their current and prospective customers want, need, and value, and then develops or modifies its offerings accordingly. A number of companies we’ve worked with were so internally focused that they had trouble adapting to changes in their markets. For example, one high technology client focused more on its margin-poor hardware portfolio even though the firm’s customers found the margin-rich software to have more differentiated value.

They’re not about avoiding bankruptcy, but about seizing opportunities. Some are driven by outside forces, and others by internal factors. But behind every successful transformation are one or more key drivers that served as a powerful motivation to change. Transformation is, after all, hard work. And let’s not kid ourselves: there’s risk involved. Let’s take a look at seven major drivers and see which ones apply to your organization and which ones can serve as a case for change. New Revenue Growth Targets We’ve seen a number of sales transformations launched as a result of flat or declining revenues.

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