'Ultimate Challenge' Winning Edge Magazine
Rob Barham, the CEO of TACK International puts the case for well implemented full sales change programmes, saying the tangible and intangible rewards can be immense.
But the magnitude of the task should not be underestimated as 75 per cent of change programmes fail. With that in mind Rob looks at the additional challenges of implementing change programmes for sales and the key things that must take place for extensive sales change programmes to succeed.
Of interest to anyone managing the business in times of change, senior sales managers with issues in sales force effectiveness that cannot be solved by an extra ‘carrot’ or ‘stick’ and leaders seeking to embed a true sales culture in their business.
