how to drive change in your sales organization

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HOW TO DRIVE CHANGE IN YOUR SALES ORGANIZATION

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This presentation covers five ways to reinforce your sales initiative and make it stick with your sales team.

TRANSCRIPT

Page 1: How to Drive Change in Your Sales Organization

HOW TO DRIVE CHANGE IN YOUR

SALES ORGANIZATION

Page 2: How to Drive Change in Your Sales Organization

Here are five ways you can make changes stick in

your sales organization

Page 3: How to Drive Change in Your Sales Organization

MAKE IT SALES CONSUMABLE

Think one-sheets, not binders full of spreadsheets. Make sure the content surrounding the initiative is easy to digest and execute.

Otherwise, you’ll lose momentum.

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Page 4: How to Drive Change in Your Sales Organization

ENABLE YOUR FRONT LINE MANAGERS

Your front-line managers have their fingers on the pulse of your sales organization. Have a plan to delegate and equip your front-line managers with the processes and tools to coach their own reps to success.

Help them succeed.

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Page 5: How to Drive Change in Your Sales Organization

PLAN FOR ADOPTION AND REINFORCEMENT

To make change stick, you need a well-defined plan to help your entire team inspect, reinforce and manage to new behaviors.

You’ll know what’s working and more importantly, what’s not.

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Page 6: How to Drive Change in Your Sales Organization

LEAD FROM THE FRONT

Be an agent of change. Don’t delegate leadership. Model the behaviors you want your staff to execute. Actively participate in the initiative.

Lead from the front, not the rear.

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Page 7: How to Drive Change in Your Sales Organization

SUSTAIN YOUR LEVEL OF EFFORT

Limit the information to the most consumable components and then reinforce them over time. Make sure refresher events are included.

People learn in small bites, not big gulps.

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Page 8: How to Drive Change in Your Sales Organization

Implement the Right Solutions to Your Sales Challenges

Ready for Results?

How to get started on a sales initiative

How to pick the right transformation partner

How Force Management can help

Find the right fit for your sales organization