Joined in studio today by Michael Perla. Michael is the co-author of 7 Steps to Sales Force Transformation and a principal at Symmetrics Group.
Michael specializes in providing actionable insights to marketing and sales organizations to help them increase pipelines, win ratios, and productivity. He has sold and led projects with the Global 50 to Fortune 1000 companies including: Hewlett Packard, IBM, Avaya, Qwest, Express Scripts and IMS Health, among many others.
Discussion Guide from today’s show with Michael Perla:
1. You draw a distinction between change and transformation. What’s the difference? How can a company tell whether it’s sales force needs to be transformed or just tweaked?
2. You say that salespeople are notoriously reluctant to change. Why is this? Why is it especially true of some of the most successful salespeople? What are the keys to overcoming salespeople’s natural resistance to change?
3. In your book, you say that change leaders must treat the sales force transformation as an internal sale. What do you mean?
4. You’ve seen sales transformations fail even when the sales force itself undergoes the necessary changes. The problem is that the rest of the organization doesn’t keep up. What other parts of a business need to be involved in sales transformations?
5. “Process measurement: how to do that?”
6. Creating a vision…
7. You also emphasize the importance of communication – but you warn against pulling salespeople from the field for lengthy updates. How do you recommend communicating the status and results of transformation efforts?
8. You say that success can be a barrier to success. What do you mean? What are some other common barriers to sales transformation success?
Get Michael Perla’s book here: