7 Steps to Sales Force Transformation: Driving Sustainable Change in Your Organization
By: Warren Shiver (author), Michael Perla (author)Hardback
Helps leaders transform their sales team with a step by step plan that includes diagnostics; actionable roadmap for transforming change and follow up analytics.
Warren Shiver is the Founder and Managing Partner of Symmetrics Group, one of America's fastest-growing private companies, which is dedicated to driving sustainable revenue improvements by transforming sales organizations. With more than 20 years of sales, management and consulting experience working for firms such as Accenture, OnTarget and North Highland, Warren has helped establish Symmetrics Group as a go-to company for organizations that desire to transform the way their sales teams function. Warren holds an MBA from Duke University and a bachelor's in Mechanical Engineering from Georgia Institute of Technology. Michael Perla is a Principal with Symmetrics Group. In this role, he helps to lead, scope and execute sales transformation efforts for the organization. He brings to the table more than 20 years of sales effectiveness consulting and strategic marketing experience working for firms such as CA Technologies, Siebel Systems, Sales Performance International and North Highland. Michael holds two graduate degrees in Psychology from the University of Georgia and an MBA from Georgia State University
List of Figures List of Tables Foreword Acknowledgements Introduction 1. The Transformation Dilemma 2. The Levers of Sales Transformation 3. Building the Foundation and Vision of the Future 4. Treating Your Sales Transformation like an Internal Sale 5. Building Your Sales Transformation Roadmap 6. Implementing Your Sales Force Transformation 7. Key Barriers and Considerations for Implementation 8. Extending Your Sales Transformation to Business Partners, Suppliers and Customers 9. Sustaining Your Sales Force Transformation 10. Sales Transformations in the Future
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- ID: 9781137548047
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