Category Archives: Sales Transformation
Insights on How Marketing Contribute to SunGard’s Successful Sales Transformation Initiative
Sales and marketing alignment is vital when establishing a solid content marketing strategy. Content is not there for only marketing to use and publish, but also exists to enable a sales team to go out in the field and speak to their customers in a meaningful way. Many companies are trying to train their sales organizations to provide insights in order to add value to the customer conversation.
Does your Organization Need a Sales Transformation?
Today’s blog is written by Howard Stevens and appears courtesy of our partner the Chally Group Worldwide
The goal of Sales Talent Management for any organization is to identify the right talent early, screen out the mismatches before they are hired, retain the high potential talent you want to keep and identify and develop talent for future opportunities within the organization. An audit of a sales talent pool provides organizations with easily accessible decision-making tools that enable them to select, align, engage, develop and retain the sales talent necessary to drive strategic objectives.
Plan, Process, and Players: How to Get All of Your Ducks in a Row for a Successful Sales Transformation Initiative We work with many clients on both incremental and long-term, large-scale sales transformation initiatives. Here is an example of how we helped one client to align sales training, change management, and project management disciplines to transform their entire sales function.
The only certainty in life is change, and this is especially true in sales. Sales organizations are in a constant state of flux. By many estimates, the average tenure of a sales leader is somewhere between 19 and 24 months (which is comparable to CEO tenure). This churn at the top brings with it new ideas and hopes and the need to do things differently to hit your numbers. Every year brings new quotas and comp plans, new goals and expectations, reassignment of accounts, new products and solutions, new technologies, new competitors, and any number of changes and complications. You sometimes wonder how an organization continues to function.
An RFP arrives. You’ve been proactive. While you weren’t able to keep the opportunity out of the RFP process, you knew the RFP was coming and even influenced it. You also expect that the incumbent also has had influence.
Richardson’s new eBook, The Roadmap to Scalable and Sustainable Sales Transformation, provides insights into how leading firms are re-engineering their long-term sales strategies to respond to shifts in the buying process.