Sales Change Management75% of all change programmes fail. Lack of senior management support and buy-in, poor project management and poor communication are just a few of the reasons for the failure. Sales change management faces a variety of obstacles due mainly to the remoteness of most sales operations and the often maverick personalities of salespeople.
Click here to assess if your company needs sales change.
Sales change – why bother?
Many companies concentrate on isolated areas in the sales arena. They train the sales team, introduce a new system or change the compensation package. In reality sales force effectiveness is maximised by integrating all of the factors which touch the sales effort.
An effective change programme can lead to a highly motivated and effective sales engine which is proud to work for your organisation. Your organisation will benefit from an enhanced reputation, which will help attract great new salespeople in the future. Other ‘hard’ measures of success can include increased market share, competency improvements, greater customer satisfaction, higher growth vs. industry average, improved conversion rates, greater pipeline value and velocity and improved sales staff retention.
How can TACK help?
TACK’s experience in ‘all things sales’ means we recognise that training is just one of the many contributing factors to a successful sales operation. As well as developing and delivering world-class sales training courses, we are able to provide practical, pragmatic and results oriented sales change consultation in a variety of areas including:
Click here to access our feature on sales change, packed with practical ideas to make your programme a success.
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