Sales Force Change Management
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Sales Force Change Management
Sales Force Change Management
We have compiled 10 exceptional resources related to sales force change best practices and common challenges.
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Leading Change: How to Get Your Leaders Singing from the Same Song Sheet

Leading Change: How to Get Your Leaders Singing from the Same Song Sheet | Sales Force Change Management | Scoop.it
Leading Change: How to Get Your Leaders Singing from the Same Song Sheet,
The Sales Management Association's insight:

RIchardson's blog presents insights on how sales managers can effectively get their team on board with strategic change initiatives. The main point presented is that sales leaders must consistently and frequently communicate what changes are taking place - and why!

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Grow or harvest? Creating your sales rep of the future while it still matters | Insights on Sales Growth and Sales Analytics | Alexander Group Blog

Grow or harvest? Creating your sales rep of the future while it still matters | Insights on Sales Growth and Sales Analytics | Alexander Group Blog | Sales Force Change Management | Scoop.it

Today’s Sales Leaders face a daunting two-part challenge…"

The Sales Management Association's insight:

This blog published by The Alexander Group is the first of a 2 part series on on how to shift towards a customer-centric sales strategy by incorporating social selling activities. This initial post describes the current challenges to driving such a change in sales organization's sales process, and ways to avoid such detours.

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Leaders Leading Change: Are they Walking-the-Walk or Just Talking-the-Talk?

Leaders Leading Change: Are they Walking-the-Walk or Just Talking-the-Talk? | Sales Force Change Management | Scoop.it
Leaders Leading Change: Are they Walking-the-Walk or Just Talking-the-Talk covers two elements of an effective change leadership program; Model the Expected Behavior and Cascade the Change Message and Behaviors Down...
The Sales Management Association's insight:

This Richardson blog post presents describes why it is important to model expected behaviors of sales reps and regularly assess change progress. It also includes insight on how to effectively carry out these two tasks.

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3 Keys to Navigating Change Management in Sales

3 Keys to Navigating Change Management in Sales | Sales Force Change Management | Scoop.it
How many changes do you have lined up for your sales organization to start 2013? Are you changing the compensation plan? Are you changing account or
The Sales Management Association's insight:

This blog artle more condusive to driving change.icle by Sales Benchmarking Index presents to readers three  necessary steps for making one's sales management style more condusive to driving organizational change.

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Sustaining Change Management: A Deeper Dive into ADKAR

Sustaining Change Management: A Deeper Dive into ADKAR | Sales Force Change Management | Scoop.it
The ADKAR model is robust, very straightforward, and provides the basis for us to build change management plans and activities for clients.
The Sales Management Association's insight:

This blog posted by Richardson discuss how to sustain change management in sales organizations using what they called the ADKAR model. This model encompasses the following components: Awareness, Desire, Knowledge, Ability, and Reinforcement.

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Creating your sales rep of the future – Part II: Five tips to transition smoothly to value selling | Insights on Sales Growth and Sales Analytics | Alexander Group Blog

Creating your sales rep of the future – Part II: Five tips to transition smoothly to value selling | Insights on Sales Growth and Sales Analytics | Alexander Group Blog | Sales Force Change Management | Scoop.it

Many sales leaders realize they need to shift their sales force to a value selling model. Yet this transition can be extremely disruptive."

The Sales Management Association's insight:

This Alexander Group blog post is the second of a 2 part series on transforming sales force's strategies to be more customer-centric by incorporating social selling activities. This part of the series hilights 5 useful tips for sales managers on driving an organizational shift towards value-based selling.

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5 Easy Ways to Change Sales Process

5 Easy Ways to Change Sales Process | Sales Force Change Management | Scoop.it
To change sales results you must change sales behavior by defining sales process and methodology, sales coaching environment, learning tools.
The Sales Management Association's insight:

This Axion blog begins by describing the importance of first transforming selling behavior before effectively enacting changes to your sales process. The post then outlines 5 actionable ways to change selling behavior (for the better).

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Seven Steps to Sales Transformation - Selling Power Blog

Seven Steps to Sales Transformation - Selling Power Blog | Sales Force Change Management | Scoop.it
There is a parallel between biology and business. Our biology is largely influenced by our DNA, our genetic makeup, which contains a set of instructions vital to our ability to function, adapt, and transform over time.
The Sales Management Association's insight:

This blog piece from Selling Power highlights seven key steps to driving change initiatives in sales organizations. The post elaborates on each of these steps, providing relevant information and strategies for optimally performing each step.

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Improving Your Sales Force: Fine-tune or Transform?

Improving Your Sales Force: Fine-tune or Transform? | Sales Force Change Management | Scoop.it

"Especially when things are not going well, sales leaders need to know when evolutionary sales force improvements are enough to drive profitable growth, and when it's necessary to implement a wholesale sales force transformation."

The Sales Management Association's insight:

ZS Associates discusses in this post how to leverage sales force change initiatives to maximize your team's performance, going into detail on different tactics sales managers can employ.

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4 Steps to Make Sales Strategies Stick

4 Steps to Make Sales Strategies Stick | Sales Force Change Management | Scoop.it

Sales managers spend a significant amount of time analyzing and deciding what strategies can best move their organization forward..."

The Sales Management Association's insight:

Business Efficacy's blog highlights four important steps for making an organization's sales strategy stick. The postspecifically touches on why garnering support for change initiatives is fundamental to this process.

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