Eric Jacobson On Management And Leadership

A successful sales force transformation can mean increased revenue, increased sales productivity, and reduced cost of sales. But, up to seventy-five percent of attempted transformations fail, according to the authors of the book,  7 Steps To Sales Transformation - Driving Sustainable Change In Your Organization . Transformation failures are often a result of an organization that neglects to address the human factor (skepticism, resistance, avoidance). Equally important, transformations must focus on truly transforming and not merely making tweaks. Authors  Warren Shiver  and  Michael Perla  use their own experiences transforming sales organizations, the lessons they learned from a host of interviewed sales professionals, and original, quantitative research to show readers how to  transform and modernize  a sales force -- including ones that are typically intrinsically resistant to change. The recommended transformation  seven steps  are defin...

A successful sales force transformation can mean increased revenue, increased sales productivity, and reduced cost of sales. But, up to seventy-five percent of attempted transformations fail, according to the authors of the book,  7 Steps To Sales Transformation - Driving Sustainable Change In Your Organization . Transformation failures are often a result of an organization that neglects to address the human factor (skepticism, resistance, avoidance). Equally important, transformations must focus on truly transforming and not merely making tweaks. Authors  Warren Shiver  and  Michael Perla  use their own experiences transforming sales organizations, the lessons they learned from a host of interviewed sales professionals, and original, quantitative research to show readers how to  transform and modernize  a sales force -- including ones that are typically intrinsically resistant to change. The recommended transformation  seven steps  are defin...

A successful sales force transformation can mean increased revenue, increased sales productivity, and reduced cost of sales. But, up to seventy-five percent of attempted transformations fail, according to the authors of the book,  7 Steps To Sales Transformation - Driving Sustainable Change In Your Organization . Transformation failures are often a result of an organization that neglects to address the human factor (skepticism, resistance, avoidance). Equally important, transformations must focus on truly transforming and not merely making tweaks. Authors  Warren Shiver  and  Michael Perla  use their own experiences transforming sales organizations, the lessons they learned from a host of interviewed sales professionals, and original, quantitative research to show readers how to  transform and modernize  a sales force -- including ones that are typically intrinsically resistant to change. The recommended transformation  seven steps  ...