A solid, performing salesforce is one of the most crucial elements in any organization. However, many salespeople tend to exhibit a strong resistance to change even when it’s called for. Change can cause a dramatic increase in your overall sales success but you have to make sure you did the right change.
So I’m bringing in Warren Shiver today to share some great insights into bringing change or transformation within an organization, why it’s needed, when it’s needed, and which parts of the organization need to be involved.
Warren is the author of the book 7 Steps to Sales Force Transformation. He is also the founder of Symmetrics Group, where they specifically focus on B2B sales effectiveness around sales forces, sales processes, skills, and training.
Here are the highlights of my conversation with Warren:
The inspiration behind Warren’s book:
Most salespeople are more resistant to change than other functional areas
Change versus transformation:
What do you need? Change or transformation?
Should you change even when you’re hitting quota?
Identify what they’re doing well and use that in terms of the change you’re driving (ex. process, methodology, etc.)
Look if what’s making a top performer successful today is sustainable.
What parts of the business need to be involved in the sales transformation?
Creating a vision
Building a personal brand versus relying on a company brand:
Build a brand around your expertise through blogs, white papers, etc.
How to know the right metrics to best predict sales success:
Communication of status and results:
Success as a barrier to sales transformation:
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.