Titlebook: 7 Steps to Sales Force Transformation; Driving Sustainable Warren Shiver,Michael Perla Book 2016 The Editor(s) (if applicable) and The Aut

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Gerald A. Walker (Assistant Editor)spoke of the internal capabilities needed to support this new level of customer engagement. These capabilities included a new account planning approach, standard sales and opportunity processes, and better resource alignment at an account level. Leveraging his background as both an entrepreneur and

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Book 2016rove sales performance, many organizations seek out a ‘Silver Bullet‘. Transformation is not a one-time, check-the-box event, but a rigorous, ongoing process. Unfortunately, there is no one-off solution to the hard work of transformation. There is, however, a methodology derived from the authors‘ co

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Microelectronics and Megaheadaches,ogether to better serve corporate customers. Jane’s goal was to create a “common sales language” to improve collaboration and communications. In a far-reaching conversation about her vision and the processes she wanted to drive, we turned to Jane and asked, “Do you think your sales team will buy in and adopt these changes?”